• myGriffith
    • Staff portal
    • Contact Us⌄
      • Future student enquiries 1800 677 728
      • Current student enquiries 1800 154 055
      • International enquiries +61 7 3735 6425
      • General enquiries 07 3735 7111
      • Online enquiries
      • Staff phonebook
    View Item 
    •   Home
    • Griffith Research Online
    • Journal articles
    • View Item
    • Home
    • Griffith Research Online
    • Journal articles
    • View Item
    JavaScript is disabled for your browser. Some features of this site may not work without it.

    Browse

  • All of Griffith Research Online
    • Communities & Collections
    • Authors
    • By Issue Date
    • Titles
  • This Collection
    • Authors
    • By Issue Date
    • Titles
  • Statistics

  • Most Popular Items
  • Statistics by Country
  • Most Popular Authors
  • Support

  • Contact us
  • FAQs
  • Admin login

  • Login
  • Moral decision making in international sales negotiations

    Author(s)
    Zarkada-Fraser, Anna
    Fraser, Campbell
    Griffith University Author(s)
    Fraser, Campbell
    Zarkada-Fraser, Anna
    Year published
    2001
    Metadata
    Show full item record
    Abstract
    International sales negotiations are fast becoming a major part of the marketeer's mandate in an increasingly globalised economy. To be successful in that role, managers need to be aware of the limits of acceptability of their behaviours, able to anticipate their counterparts' actions and understand the motivations behind them. Presents a cross-national study of 332 experienced sales negotiators' perceptions in Australia, the USA, the UK, Japan, Russia and Greece. It explores the degree to which different tactics are considered morally acceptable in each country and how the decision-making frameworks the managers employ ...
    View more >
    International sales negotiations are fast becoming a major part of the marketeer's mandate in an increasingly globalised economy. To be successful in that role, managers need to be aware of the limits of acceptability of their behaviours, able to anticipate their counterparts' actions and understand the motivations behind them. Presents a cross-national study of 332 experienced sales negotiators' perceptions in Australia, the USA, the UK, Japan, Russia and Greece. It explores the degree to which different tactics are considered morally acceptable in each country and how the decision-making frameworks the managers employ affect their evaluation. The results demonstrate that, although moral acceptability of specific practices, the overall level of tolerance and the effect of each one of a set of decision-making variables vary among different nationalities, the mechanism of the evaluation can be analysed by a single explanatory model.
    View less >
    Journal Title
    Journal of Business and Industrial Marketing
    Volume
    16
    Issue
    4
    Publisher URI
    http://www.emeraldinsight.com/0885-8624.htm
    DOI
    https://doi.org/10.1108/EUM0000000005501
    Subject
    Business and Management
    Marketing
    Publication URI
    http://hdl.handle.net/10072/3538
    Collection
    • Journal articles

    Footer

    Disclaimer

    • Privacy policy
    • Copyright matters
    • CRICOS Provider - 00233E

    Tagline

    • Gold Coast
    • Logan
    • Brisbane - Queensland, Australia
    First Peoples of Australia
    • Aboriginal
    • Torres Strait Islander