scholarly journals Distributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy

2021 ◽  
pp. 1-23
Author(s):  
Sara Benetti ◽  
Enrique Ogliastri ◽  
Andrea Caputo

Abstract Integrative and distributive negotiation strategies are a key paradigm of practice, teaching, and research. Are these US-formulated negotiation prototypes valid in the rest of the world? Adopting a cross-cultural view, we analyze a sample of 214 foreigners who detailed the negotiation behavior they faced in Italy (134) and in the United States (80). Implementing latent class analysis, we identify three clusters of negotiation prototypes. Our findings show how the Country is a predictor for cluster membership, and peculiar cultural traits of the two groups contribute to explain the differences in negotiation strategies. Three prototypes emerged: a typically distributive, an emotional integrative (mostly Italian), and an impersonal integrative (mostly American). Results show how the handling of emotions is a crucial part of the interaction for Italian negotiators, regardless of their orientation toward negotiation strategies, implying a cultural influence toward handling emotions in negotiations.

2008 ◽  
Vol 05 (01) ◽  
pp. 25-46 ◽  
Author(s):  
TATSUYA NOMURA ◽  
TOMOHIRO SUZUKI ◽  
TAKAYUKI KANDA ◽  
JEONGHYE HAN ◽  
NAMIN SHIN ◽  
...  

To broadly explore the rationale behind more socially acceptable robot design and to investigate the psychological aspects of social acceptance of robotics, a cross-cultural research instrument, the Robot Assumptions Questionnaire (RAQ) was administered to the university students in Japan, Korea, and the United States, focusing on five factors relating to humanoid and animal-type robots: relative autonomy, social relationship with humans, emotional aspects, roles assumed, and images held. As a result, it was found that (1) Students in Japan, Korea, and the United States tend to assume that humanoid robots perform concrete tasks in society, and that animal-type robots play a pet- or toy-like role; (2) Japanese students tend to more strongly assume that humanoid robots have somewhat human characteristics and that their roles are related to social activities including communication, than do the Korean and the US students; (3) Korean students tend to have more negative attitudes toward the social influences of robots, in particular, humanoid robots, than do the Japanese students, while more strongly assuming that robots' roles are related to medical fields than do the Japanese students, and (4) Students in the USA tend to have both more positive and more negative images of robots than do Japanese students, while more weakly assuming robots as blasphemous of nature than do Japanese and Korean students. In addition, the paper discusses some engineering implications of these research results.


2014 ◽  
Vol 10 (2) ◽  
pp. 43-59 ◽  
Author(s):  
Ramón Rufín ◽  
France Bélanger ◽  
Cayetano Medina Molina ◽  
Lemuria Carter ◽  
Juan Carlos Sánchez Figueroa

Electronic Government (e-government) is growing in popularity across the globe. Given the increasing relevance of electronic services in the public sector, there is a need for a global agreement on a consistent framework for assessing e-government. This study uses a cross-cultural comparison to assess the fundamentals of e-government adoption in the United States (USA) and Spain. In particular, the authors explore the effects of perceived ease of use, perceived usefulness, compatibility and trust on intentions to use e-government services. A survey was administered to citizens in both countries to test the hypotheses derived from adoption literature and Hofstede's dimensions of culture. Results indicate that there are differences in the relationship between compatibility and use intention, with stronger effects in the USA sample. Furthermore, while perceived ease of use significantly impacts intentions for the USA sample, it does not for the Spain sample; and, while trust is not significant in the USA sample, it is for the Spain sample. The implications of these results, mostly consistent with the hypotheses as suggested by the dimensions of culture, are discussed for both research and practice.


2019 ◽  
Vol 93 (2) ◽  
pp. 225-238
Author(s):  
Arne Arnberger ◽  
Ingrid E Schneider ◽  
Renate Eder ◽  
Ami Choi

Abstract Emerald ash borer (EAB), an invasive forest insect from Asia, has impacted vast areas in the United States and European Russia. To proactively understand the social impact of an EAB invasion in Europe and the USA, this study analyzed visitors’ preferences and preference heterogeneity for EAB-impacted forest scenarios in Vienna, Austria (n = 510) and Minneapolis, USA (n = 307). An image-based discrete choice experiment with latent-class analysis among on-site completed questionnaires in Vienna indicated four different visitor segments based on trade-offs among biophysical, social and viewscape elements. Within the forested environment, two segments placed greater importance on (bio)physical attributes and two on social aspects. Although all segments preferred a non-impacted ash forest, only one of the four identified the attribute describing EAB impacts and forest management as the most important attribute. Rather, visitor numbers and background viewscapes were more important than EAB impact and management to differentiate landscape preferences for three of the four segments. Differences in preferences were found between the Vienna and Minneapolis samples. Vienna respondents showed a higher preference for more natural conditions, disliked more the initial stage of EAB impact and placed more importance on background viewscapes and visitor numbers. Forest managers and greenspace planners need to consider the entirety of the forested condition, social and visual, for effective management and address that visitors differ in their preferences for all of these conditions.


2020 ◽  
Vol 23 (1) ◽  
pp. 1-23
Author(s):  
Amrita Bahri ◽  
Monica Lugo

ABSTRACT In the past few months, we have witnessed the ‘worst deal’ in the history of the USA become the ‘best deal’ in the history of the USA. The negotiation leading to the United States–Mexico–Canada Agreement (USMCA) appeared as an ‘asymmetrical exchange’ scenario that could have led to an unbalanced outcome for Mexico. However, Mexico stood firm on its positions and negotiated a modernized version of North American Free Trade Agreement. Mexico faced various challenges during this renegotiation, not only because it was required to negotiate with two developed countries but also due to the high level of ambition and demands raised by the new US administration. This paper provides an account of these impediments. More importantly, it analyzes the strategies that Mexico used to overcome the resource constraints it faced amidst the unpredictable political dilemma in the US and at home. In this manner, this paper seeks to provide a blueprint of strategies that other developing countries could employ to overcome their negotiation capacity constraints, especially when they are dealing with developed countries and in uncertain political environments.


2016 ◽  
Vol 20 (1) ◽  
pp. 120-135
Author(s):  
Dana-Nicoleta Lascu ◽  
Marta Marcheva ◽  
Kendree Thieringer

Purpose – The purpose of this paper is to investigate the online fashion sponsorship, shedding light on the content and appeal of online fashion magazine advertising. Heeding the call of researchers for cross-cultural advertising investigations, this research offers a comparison of online fashion magazine advertisements in France and the USA in terms of needs appeals, emotional appeals, and sex appeals. Design/methodology/approach – Elle and Vogue were identified as prominent fashion magazines with an online presence in France and the USA After pretesting to identify appeals that appeared most frequently in online fashion advertisements, a content analysis of website advertisements was conducted with the full population of online advertisements in the US and French Elle and Vogue at the time of the study. Findings – The research found that need appeals conform primarily to national character and that emotional advertising is more preponderant in French advertisements, whereas sexual advertising is more preponderant in US advertisements. For needs appeals, the need for affiliation was higher for US advertisements, whereas online French magazines advertisements were more likely to use guidance and safety appeals. The need for prominence, attention, and autonomy were higher for online US magazine advertisements, whereas French advertisements were more likely to use escape and aggression appeals. Originality/value – As fashion magazines develop an online presence that is well coordinated with their print fashion pages, it is important to understand how advertising sponsors on the magazines’ webpages target consumers. This study is a first step in providing cross-cultural comparative insights into advertising appeals in relation to national character and preferences.


2014 ◽  
Vol 9 (2) ◽  
pp. 133-154 ◽  
Author(s):  
Jonny Villatoro ◽  
John Chang ◽  
Samuel Lane

Purpose – The purpose of this paper is to study ethics, values and cross-cultural differences in China, Mexico or the United States. Three distinct and unique nations, the USA, Mexico and China, have different political structures, historical backgrounds and economical systems. While each of these nations can be considered an integral part to the world economy, each nation has their own distinct ethics, values and culture which serve as the backbone of the particular region. To be successful in international business, knowledgeable as an expatriate and culturally or ethically aware of key nations in the global market, individuals need to have researched information pertaining to the ethics, cultures and values of the USA, Mexico or China to blend in and succeed with the foreign cultural environment. Design/methodology/approach – This research paper will focus extensively on the impact values, ethics and cultural differences (based majorly and solely on the Rokeach Values Survey, Forsyth Studies and Hofsteade’s Model) have on the societies of the USA, Mexico or China. A review of the empirical studies will demonstrate the importance values, ethics and culture have on individual life or business environment for the USA, Mexico or China. Findings – Culture can be a factor which heavily influences a region or nation’s ethics and values. Research limitations/implications – When discussing culture, there are many factors such as values, religion, societal norms, customs, beliefs or deeply rooted faiths which can impact a nation’s overall collective culture. As a result, cross-cultural differences among a variety of nations, countries, regions or sub-regions may vary when compared with one another. Through more empirical investigation, research or study of a nation’s cultural values may there be a more profound, detailed and legitimate basis for assessing a nation’s ethical constructs. Practical implications – Understanding the differences of ethics, values and culture of the USA, China or Mexico can impact an individual’s experience if serving as an expatriate at the particular location. Each nation has its own distinct and unique social, business and cultural environment. To successfully accomplish international business or to operate a multinational corporation in a global market, individuals need to have a prior understanding of varying cultures, ethical standards or values in a particular region. Originality/value – This research paper will present and deliver pertinent information to individuals interested in serving as an expatriate in the USA, China or Mexico. Individuals can also read this paper to understand, comprehend or consume more general knowledge of the ethics, values and culture of the researched locations.


2006 ◽  
Vol 23 (1) ◽  
pp. 31-48 ◽  
Author(s):  
Susanna M.K. Chow ◽  
Yung-Wen Hsu ◽  
Sheila E. Henderson ◽  
Anna L. Barnett ◽  
Sing Kai Lo

The purpose of this study was to evaluate the suitability of the Movement Assessment Battery for Children (M-ABC) for use in Greater China. Chinese children numbering 255 between the ages of 4 and 6 from Hong Kong and 544 from Taiwan were tested individually on the standardized test contained within the M-ABC. Data from these 799 children were compared to that presented in the test manual for the 493 children of the same age comprising the United States standardization sample. Both within-culture and cross-cultural differences were statistically significant when all items of the M-ABC were examined simultaneously, but effect sizes were too low to be considered meaningful. However, descriptive analysis of the cut-off scores used for impairment detection on the test suggested that adjustments to some items would be desirable for these particular Chinese populations.


2021 ◽  
Vol 90 (1) ◽  
pp. 50-62
Author(s):  
Iryna Turchyk ◽  
Olha Romanchuk ◽  
Natalija Sorokolit ◽  
Volodymyr Kemin ◽  
Mykola Lukjanchenko

Abstract There are practically no cross-cultural studies in the field of physical education and sport with Ukrainian society as the object of research. However, there is a particular and obvious interest to research not only young people as a major strategic resource for any state, but also adults, including parents. The main purpose of the study is to identify common and different features of the attitude toward sport and its axiological component in the Ukrainian and American societies. A total of 500 adults aged 18-64 (196 men and 304 women) participated in the national survey, with the majority being Ukrainian school teachers. The results obtained from the study were compared with the results of a study conducted in the United States. It should be noted that in our study, we only selected questions from the American questionnaire that solely addressed adults’ perceptions of sport and its values. We did not choose other questions. Mathematical processing of the survey indicators was carried out using the computer program SPSS. The result of the research is a comparison of statements from adults of both countries regarding the actual and potential impact of social institutions on the youth; their statements about sport; values or principles that may or may not be important in sport; the extent of sport’s actual influence on the formation of values; the values adults hope their children will learn from participating in sport; and statements about the importance of values from adults who are actively involved in sport. The results of the cross-cultural study among adults in the USA and Ukraine indicate that there is both an identical idea of certain values in sport and a different vision due to, in our opinion, the divergence of cultural traditions and the status of sport in the countries.


Author(s):  
Ramón Rufín ◽  
France Bélanger ◽  
Cayetano Medina Molina ◽  
Lemuria Carter ◽  
Juan Carlos Sánchez Figueroa

Electronic Government (e-government) is growing in popularity across the globe. Given the increasing relevance of electronic services in the public sector, there is a need for a global agreement on a consistent framework for assessing e-government. This study uses a cross-cultural comparison to assess the fundamentals of e-government adoption in the United States (USA) and Spain. In particular, the authors explore the effects of perceived ease of use, perceived usefulness, compatibility and trust on intentions to use e-government services. A survey was administered to citizens in both countries to test the hypotheses derived from adoption literature and Hofstede's dimensions of culture. Results indicate that there are differences in the relationship between compatibility and use intention, with stronger effects in the USA sample. Furthermore, while perceived ease of use significantly impacts intentions for the USA sample, it does not for the Spain sample; and, while trust is not significant in the USA sample, it is for the Spain sample. The implications of these results, mostly consistent with the hypotheses as suggested by the dimensions of culture, are discussed for both research and practice.


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