Differences in cross-cultural negotiation behavior between
industrial product and consumer product firms

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Journal of Business & Industrial Marketing

ISSN: 0885-8624

Online from: 1986

Subject Area: Marketing

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Document Information:
Title:	Differences in cross-cultural negotiation behavior between industrial product and consumer product firms
Author(s):	Robert Gulbro, (Professor of Management at Athens State College, Athens, Alabama, USA), Paul Herbig, (Professor of Marketing at the Graduate School of International Trade and Business Administration, Texas A&M International University, Texas, USA.)
Citation:	Robert Gulbro, Paul Herbig, (1995) "Differences in cross-cultural negotiation behavior between industrial product and consumer product firms", Journal of Business & Industrial Marketing, Vol. 10 Iss: 3, pp.18 - 28
Keywords:	Consumer marketing, Global marketing, Industrial marketing, National cultures, Negotiating
Article type:	Research paper
DOI:	10.1108/08858629510096193 (Permanent URL)
Publisher:	MCB UP Ltd
Abstract:	In this age of the global economy, cross-cultural negotiation is becoming an increasingly important part of the management and marketing process for nearly every firm. Compares the cross-cultural negotiations behavior and differences in the perceived processes between industrial product firms and consumer product firms. Proposes and tests hypotheses and analyzes results.