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When in Rome? The Effects of Cultural Adaptation on Intercultural Business Negotiations

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  • June N P Francis

    (Simon Fraser University)

Abstract

Drawing on social identity and similarity/attraction theories as well as empirical studies in intercultural communication, hypotheses were developed to test the effects of three degrees of adaptive behaviors during intercultural buyer/seller negotiations. Hypotheses covered both the positive and negative effects of adaptation on the adjudged interpersonal attractiveness of the adaptor. These hypotheses were tested in two experimental studies using scenario-based manipulations. The first study looked at American subjects' responses to adaptive behaviors of “Japanese business people”. To test the generalizability of these findings to a less familiar culture, a replication looking at American subjects' responses to adaptive behaviors of “Korean business people” was also conducted. The findings partially support the notion that moderate adaptation may be the optimal strategy in intercultural negotiations. Moderate adaptation was found to improve the adjudged attraction of the “Japanese business people” relative to no adaptation and substantial adaptation. However, this finding was not replicated with “Korean business people”.© 1991 JIBS. Journal of International Business Studies (1991) 22, 403–428

Suggested Citation

  • June N P Francis, 1991. "When in Rome? The Effects of Cultural Adaptation on Intercultural Business Negotiations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 22(3), pages 403-428, September.
    • Handle: RePEc:pal:jintbs:v:22:y:1991:i:3:p:403-428
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    Cited by:

    1. Dinkevych, Elena & Wilken, Robert & Aykac, Tayfun & Jacob, Frank & Prime, Nathalie, 2017. "Can outnumbered negotiators succeed? The case of intercultural business negotiations," International Business Review, Elsevier, vol. 26(3), pages 592-603.
    2. Thomas, David C. & Toyne, Brian, 1995. "Subordinates' responses to cultural adaptation by Japanese expatriate managers," Journal of Business Research, Elsevier, vol. 32(1), pages 1-10, January.
    3. Jia, Fu & Rutherford, Christine & Lamming, Richard, 2016. "Cultural adaptation and socialisation between Western buyers and Chinese suppliers: The formation of a hybrid culture," International Business Review, Elsevier, vol. 25(6), pages 1246-1261.
    4. Abdel-Rahim, Heba Y. & Lorenz, Melanie P. & Zaher, Angie Abdel, 2022. "How do cultural difference, cultural exposure, and CQ affect interpretations of trust from contract choices? Evidence from dyadic cross-country experiments," Accounting, Organizations and Society, Elsevier, vol. 96(C).
    5. 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.
    6. Yu Yang & David De Cremer & Chao Wang, 2017. "How Ethically Would Americans and Chinese Negotiate? The Effect of Intra-cultural Versus Inter-cultural Negotiations," Journal of Business Ethics, Springer, vol. 145(3), pages 659-670, October.
    7. Apoorva Ghosh, 2013. "Interpersonal Cross-Cultural Contact," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 38(1-2), pages 81-101, February.
    8. Swee Hoon Ang & Teo, Georgina, 1997. "Effects of time processing orientation, agreement preferences and attitude towards foreign businessmen on negotiation adaptation," International Business Review, Elsevier, vol. 6(6), pages 625-640, December.
    9. Morris, Michael W. & Fu, Ho-Ying, 2000. "How Does Culture Influence Conflict Resolution? A Dynamic Constructive Analysis," Research Papers 1649, Stanford University, Graduate School of Business.
    10. Doetzer, Mathias, 2020. "The role of national culture on supply chain visibility: Lessons from Germany, Japan, and the USA," International Journal of Production Economics, Elsevier, vol. 230(C).
    11. Harich, Katrin R. & LaBahn, Douglas W., 1998. "Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity," Journal of Business Research, Elsevier, vol. 42(1), pages 87-101, May.
    12. 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.

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