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Cross-Cultural Interaction: The International Comparison Fallacy?


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  • Nancy J Adler

    (McGill University)

  • John L Graham

    (University of California)

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    International management studies have been based primarily on the comparison of managerial behavior in countries around the world. Often these studies have implied that business people behave similarly with their domestic colleagues as with their foreign counterparts. In questioning that assumption, this study tests whether intra-cultural behavior accurately predicts cross-cultural behavior. Using a negotiation simulation and a sample of 462 Japanese, American, and Canadian businesspeople, behaviors in cross-cultural negotiations were found to differ in some important ways from those in intra-cultural negotiations.© 1989 JIBS. Journal of International Business Studies (1989) 20, 515–537

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    Bibliographic Info

    Article provided by Palgrave Macmillan in its journal Journal of International Business Studies.

    Volume (Year): 20 (1989)
    Issue (Month): 3 (September)
    Pages: 515-537

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    Handle: RePEc:pal:jintbs:v:20:y:1989:i:3:p:515-537

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    Postal: Palgrave Macmillan Journals, Subscription Department, Houndmills, Basingstoke, Hampshire RG21 6XS, UK

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    Cited by:
    1. Imai, Lynn & Gelfand, Michele J., 2010. "The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(2), pages 83-98, July.
    2. Haase, Fee-Alexandra, 2008. "“Parallel Worlds“. Clusters for a Theory of Concepts of Communications. Historical Intercultural and Cultural Comparative Studies in Perspectives of National and Transnational Constitutions, Value," MPRA Paper 6534, University Library of Munich, Germany.
    3. G.E. Kersten & S. Koeszegi & R. Vetschera, 1999. "The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment," Working Papers ir99023, International Institute for Applied Systems Analysis.
    4. Luo, Yadong & Shenkar, Oded, 2002. "An empirical inquiry of negotiation effects in cross-cultural joint ventures," Journal of International Management, Elsevier, vol. 8(2), pages 141-162.
    5. Wilken, Robert & Jacob, Frank & Prime, Nathalie, 2013. "The ambiguous role of cultural moderators in intercultural business negotiations," International Business Review, Elsevier, vol. 22(4), pages 736-753.
    6. Roth, Martin S. & Money, R. Bruce & Madden, Thomas J., 2004. "Purchasing processes and characteristics of industrial service buyers in the U.S. and Japan," Journal of World Business, Elsevier, vol. 39(2), pages 183-198, May.
    7. G.E. Kersten & S.J. Noronha, 1997. "Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making," Working Papers ir97052, International Institute for Applied Systems Analysis.
    8. G.E. Kersten & T.R. Madan Mohan & S.J. Noronha & M.J. Kersten, 1998. "Learning Business Negotiations with Web-based Systems: The Case of IIMB," Working Papers ir98049, International Institute for Applied Systems Analysis.
    9. G.E. Kersten & G.R. Mallory, 1998. "Rational Inefficient Compromises in Negotiation," Working Papers ir98024, International Institute for Applied Systems Analysis.
    10. G.E. Kersten & S.J. Noronha, 1998. "Negotiation and the Web: Users' Perception and Acceptance," Working Papers ir98002, International Institute for Applied Systems Analysis.
    11. Massimo Finocchiaro Castro, 2006. "Where are you from? Cultural Differences in Public Good Experiments," Royal Holloway, University of London: Discussion Papers in Economics 06/03, Department of Economics, Royal Holloway University of London, revised Jun 2006.
    12. G.E. Kersten & S.J. Noronha, 1997. "Supporting International Negotiation with a WWW-Based System," Working Papers ir97049, International Institute for Applied Systems Analysis.
    13. Tan, Benjamin Lin Boon, 2002. "Researching managerial values: a cross-cultural comparison," Journal of Business Research, Elsevier, vol. 55(10), pages 815-821, October.
    14. Thomas M. Fitzpatrick, 2007. "A Taxonomy Of Corruption," JOURNAL STUDIA UNIVERSITATIS BABES-BOLYAI NEGOTIA, Babes-Bolyai University, Faculty of Business.
    15. Thomas M. Fitzpatrick, 2009. "The Social And Economic Impact Of Corruption On Nations And Multinational Corporations," JOURNAL STUDIA UNIVERSITATIS BABES-BOLYAI NEGOTIA, Babes-Bolyai University, Faculty of Business.
    16. Fey, Carl F. & Beamish, Paul W., 2000. "Joint venture conflict: the case of Russian international joint ventures," International Business Review, Elsevier, vol. 9(2), pages 139-162, April.
    17. Chandra, Ramdas & Newburry, William, 1997. "A cognitive map of the international business field," International Business Review, Elsevier, vol. 6(4), pages 387-410, August.
    18. Lígia Maria Heinzmann & Denise Del Prá Netto Machado, 2014. "Organizational Culture and Stages of Internationalization: a Study in FourCompanies in the Brazilian Electrical-Metal-Mechanical Segment," Brazilian Business Review, Fucape Business School, vol. 11(2), pages 33-61, March.
    19. Kumar, Rajesh & Andersen, Poul Houman, 2000. "Inter firm diversity and the management of meaning in international strategic alliances," International Business Review, Elsevier, vol. 9(2), pages 237-252, April.
    20. Abu Saleh, Md. & Yunus Ali, M. & Julian, Craig C., 2014. "International buyer behaviour–commitment relationship: An investigation of the empirical link in importing," International Business Review, Elsevier, vol. 23(2), pages 329-342.
    21. D. Cray & G.E. Kersten, 1999. "Negotiating Inefficient Compromises: Is Less Better than More?," Working Papers ir99022, International Institute for Applied Systems Analysis.


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