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Conceptualization And Operationalisation Of Specific Variables In Exploratory Researches €“ An Example For Business Negotiation

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  • Adriana ZAIT

Abstract

In exploratory researches we are looking for clues, trying to get a better picture of the research variables and relationships. Besides variables already studied, identified in the literature review, we might deal with specific variables – for the investigated subject and socio-cultural region – the ones that might lead us to new explanations and theories. These new variables can be depicted from in-depth interviews and informal discussions with intervening actors, through a process of identification, conceptualization (obtaining theoretical definitions), and operationalisation (suggesting ways for the measurement of the identified variables). The present paper offers an example of such a process for a particular subject – identifying potential specific influences on the business negotiation behaviour. The focus is on the methodological aspects of such a research endeavour. JEL Codes - L22, L25, M10, M14, M16

Suggested Citation

  • Adriana ZAIT, 2016. "Conceptualization And Operationalisation Of Specific Variables In Exploratory Researches €“ An Example For Business Negotiation," Scientific Annals of Economics and Business (continues Analele Stiintifice), Alexandru Ioan Cuza University, Faculty of Economics and Business Administration, vol. 63(1), pages 125-131, March.
    • Handle: RePEc:aic:saebjn:v:63:y:2016:i:1:p:125-131:n:24
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    File URL: http://saeb.feaa.uaic.ro/index.php/saeb/article/view/1006
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    References listed on IDEAS

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    1. Ilias Kapoutsis & Roger J. Volkema & Andreas G. Nikolopoulos, 2013. "Initiating Negotiations: The Role of Machiavellianism, Risk Propensity, and Bargaining Power," Group Decision and Negotiation, Springer, vol. 22(6), pages 1081-1101, November.
    2. Xiaoshu Zhu & Dianjun Gao, 2013. "Nothing Succeeds Like Success," International Studies of Management & Organization, Taylor & Francis Journals, vol. 43(4), pages 26-38, January.
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    More about this item

    Keywords

    variable conceptualization; operationalisation; exploratory research; research methodology; business negotiation; cultural factors;
    All these keywords.

    JEL classification:

    • L22 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Organization and Market Structure
    • L25 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Performance
    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General
    • M14 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Corporate Culture; Diversity; Social Responsibility
    • M16 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - International Business Administration

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