Marketing Negotiations in France, Germany, the United Kingdom, and the United States
Journal of MarketingPublished 1 April 1988
Nigel Campbell, John L. Graham, Alain Jolibert, Hans Günther Meissner
Citations85
SJR quartileQ1
SJR score13.39
SNIP5.22
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Abstract
The determinants of marketing negotiations in four cultures are investigated in a laboratory simulation. One hundred thirty-eight businesspeople from the United States, 48 from France, 44 from West Germany, and 44 from the United Kingdom participated in two-person, buyer-seller negotiation simulations. The American process of negotiation is found to be different from that of the Europeans in several respects.
Keywords
Social Sciences