Advanced Search
MyIDEAS: Login to save this article or follow this journal

Cross-Cultural Interaction: The International Comparison Fallacy?

Contents:

Author Info

  • Nancy J Adler

    (McGill University)

  • John L Graham

    (University of California)

Registered author(s):

    Abstract

    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

    Download Info

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
    File URL: http://www.palgrave-journals.com/jibs/journal/v20/n3/pdf/8490367a.pdf
    File Function: Link to full text PDF
    Download Restriction: Access to full text is restricted to subscribers.

    File URL: http://www.palgrave-journals.com/jibs/journal/v20/n3/full/8490367a.html
    File Function: Link to full text HTML
    Download Restriction: Access to full text is restricted to subscribers.

    As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.

    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

    as in new window
    Handle: RePEc:pal:jintbs:v:20:y:1989:i:3:p:515-537

    Contact details of provider:
    Web page: http://www.palgrave-journals.com/

    Order Information:
    Postal: Palgrave Macmillan Journals, Subscription Department, Houndmills, Basingstoke, Hampshire RG21 6XS, UK
    Email:
    Web: http://www.palgrave-journals.com/pal/subscribe/index.html

    Related research

    Keywords:

    References

    No references listed on IDEAS
    You can help add them by filling out this form.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as in new window

    Cited by:
    1. Luo, Yadong & Shenkar, Oded, 2002. "An empirical inquiry of negotiation effects in cross-cultural joint ventures," Journal of International Management, Elsevier, Elsevier, vol. 8(2), pages 141-162.
    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.J. Noronha, 1997. "Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making," Working Papers, International Institute for Applied Systems Analysis ir97052, International Institute for Applied Systems Analysis.
    4. 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, Fucape Business School, vol. 11(2), pages 33-61, March.
    5. G.E. Kersten & S.J. Noronha, 1998. "Negotiation and the Web: Users' Perception and Acceptance," Working Papers, International Institute for Applied Systems Analysis ir98002, International Institute for Applied Systems Analysis.
    6. Chandra, Ramdas & Newburry, William, 1997. "A cognitive map of the international business field," International Business Review, Elsevier, Elsevier, vol. 6(4), pages 387-410, August.
    7. Wilken, Robert & Jacob, Frank & Prime, Nathalie, 2013. "The ambiguous role of cultural moderators in intercultural business negotiations," International Business Review, Elsevier, Elsevier, vol. 22(4), pages 736-753.
    8. Kumar, Rajesh & Andersen, Poul Houman, 2000. "Inter firm diversity and the management of meaning in international strategic alliances," International Business Review, Elsevier, Elsevier, vol. 9(2), pages 237-252, April.
    9. Thomas M. Fitzpatrick, 2007. "A Taxonomy Of Corruption," JOURNAL STUDIA UNIVERSITATIS BABES-BOLYAI NEGOTIA, Babes-Bolyai University, Faculty of Business, Babes-Bolyai University, Faculty of Business.
    10. D. Cray & G.E. Kersten, 1999. "Negotiating Inefficient Compromises: Is Less Better than More?," Working Papers, International Institute for Applied Systems Analysis ir99022, International Institute for Applied Systems Analysis.
    11. Finocchiaro Castro, Massimo, 2008. "Where are you from? Cultural differences in public good experiments," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, Elsevier, vol. 37(6), pages 2319-2329, December.
    12. G.E. Kersten & S.J. Noronha, 1997. "Supporting International Negotiation with a WWW-Based System," Working Papers, International Institute for Applied Systems Analysis ir97049, International Institute for Applied Systems Analysis.
    13. 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, Elsevier, vol. 112(2), pages 83-98, July.
    14. 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, Babes-Bolyai University, Faculty of Business.
    15. 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, Elsevier, vol. 23(2), pages 329-342.
    16. Fey, Carl F. & Beamish, Paul W., 2000. "Joint venture conflict: the case of Russian international joint ventures," International Business Review, Elsevier, Elsevier, vol. 9(2), pages 139-162, April.
    17. G.E. Kersten & G.R. Mallory, 1998. "Rational Inefficient Compromises in Negotiation," Working Papers, International Institute for Applied Systems Analysis ir98024, International Institute for Applied Systems Analysis.
    18. 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, International Institute for Applied Systems Analysis ir98049, International Institute for Applied Systems Analysis.
    19. 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, Elsevier, vol. 39(2), pages 183-198, May.
    20. Tan, Benjamin Lin Boon, 2002. "Researching managerial values: a cross-cultural comparison," Journal of Business Research, Elsevier, Elsevier, vol. 55(10), pages 815-821, October.
    21. G.E. Kersten & S. Koeszegi & R. Vetschera, 1999. "The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment," Working Papers, International Institute for Applied Systems Analysis ir99023, International Institute for Applied Systems Analysis.

    Lists

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    Statistics

    Access and download statistics

    Corrections

    When requesting a correction, please mention this item's handle: RePEc:pal:jintbs:v:20:y:1989:i:3:p:515-537. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Elizabeth Gale).

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.