Message-ID: <1.5.4.32.19981121132959.0068a074@email.psu.edu> Date: Sat, 21 Nov 1998 22:29:59 +0900 From: Erdener Kaynak <mailto:k9x@PSU.EDU> Subject: Call for Papers (Special Issue) To: mailto:INTDEV-L@uriacc.uri.edu
>Date: Sat, 21 Nov 1998 13:13:50 -0400
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>From: "F. Karakaya" <mailto:fkarakay@Suffolk.edu>
>Subject: Call for Papers (Special Issue)
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>
>
>JO URNAL OF INTERNATIONAL CONSUMER MARKETING
>
>Special Issue on
>
>CROSS-CULTURAL BUSINESS NEGOTIATIONS
>
>CALL FOR PAPERS
>
>Understanding cross-cultural individual and organizational behavior is
critical for negotiating mutually beneficial agreements. With globalization of markets and increased outsourcing, a plethora of business firms from every corner of the globe are becoming active players in the global business arena. At present, existing literature in global business negotiations is limited mainly to the major traditional trading partners of North America, Western Europe, Japan, and East Asia. With the recent explosion of trade and recent negotiations under World Trade Organization, the complexity of doing business globally and the types of strategic business alliances being negotiated, it is becoming imperative to widen the literature on negotiating across diverse business cultures and environments. >
>The purpose of this special issue is to explore issues pertaining to
cross-cultural business negotiations. Papers must address issues from cross-cultural/ national and global perspectives. Original papers and innovative type of case studies are solicited. The following topics are illustrative, but are neither exhaustive nor mutually exclusive. >
>* Negotiating styles of professional buyers from different cultures and nations
>* Negotiating technical/infra-structured projects and services
>* Negotiating agency/distributor agreements
>* Negotiating styles in low and high context cultures
>* Negotiating strategies for outsourcing
>* Negotiating with the Chinese, Japanese, Russian, Arab buyers
>* Role and influence of pricing in negotiating across cultures
>* Negotiating styles of managers from small and medium-sized versus
large-sized firms >* Negotiating market entry strategies such as joint-ventures, licensing,
buy-backs, contract manufacturing >* Women in negotiation
>* Renegotiation of contracts in different cultural environments
>* Negotiating styles of public sector agencies
>
>The most important criteria for acceptance of the manuscripts are the
relevance to the theme of this special issue, recency, scholarly rigor of analysis, their originality and their practical orientation. The papers will be blindly reviewed, and should not exceed 25 double-spaced pages including graphs, tables and references. Manuscripts should follow the style guidelines of the American Psychological Association (APA). If in doubt, please see overleaf or request the Instructions for Authors guidelines from one of the Guest Co-editors. Please submit four copies with an abstract, short autobiography of the author(s), and a one-page executive summary by March 31, 1999 to the Guest Co-editor responsible for your region. It is intended that selected papers from the special issue will be published in a hardbound book form by International Business Press (IBP)- an imprint of The Haworth Press Inc.of New York, London and Norwood (Australia). >
>Professor Erdener Kaynak Professor Claude Cellich
>Chair of Marketing Program Dean of Faculty
>School of Business Administration International University
>Pennsylvania State University at Harrisburg ICC Rte de Pre Bois20
>777 West Harrisburg Pike 1215 GENEVA 15
>Middletown, Pennsylvania 17057, U.S.A. SWITZERLAND
>
>Tel: (717) 948-6343 Tel +41-22-7107110 or 12
>Fax: (717) 566-8589 Fax: +41-22-7107111
>E-mail: mailto:k9x@psu.edu E-mail: info@iun.ch
>
>(Submissions from North America, Eastern/Central) (Submissions
from Western Europe, Scandinavian) > Europe, Middle East, and East Asia
Region, West Asia, and Latin America > *****************************************************************************
>* Fahri Karakaya, Ph. D. Phone: 617-573-8616 *
>* Visiting Professor of Marketing Fax : 508-999-8646 *
>* Suffolk University E-Mail: mailto:Fkarakay@Suffolk.edu *
>* Ashburton Place *
>* Boston, MA 02108 *
>* *
>*****************************************************************************
>
>
Erdener Kaynak, Ph.D.;D.Sc. Professor of Marketing and Coordinator of Marketing Program School of Business Administration Pennsylvania State University at Harrisburg 777 West Harrisburg Pike Middletown, Pennsylvania 17057, U.S.A.Voice: (717) 948-6343 Fax: (717) 566-8589 E-Mail: mailto:K9X@PSU.EDU