Abstract
This paper investigates the role of various dimensions of national culture in the formation of trust. The paper discusses the potential role trust may play as a factor in negotiation behavior, where ethical issues are at stake. Finally, an extended model of the relationship among culture, trust and negotiation behavior is proposed.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
Similar content being viewed by others
References
Bartels, Robert. 1967. "A Framework for Ethics in Marketing." Journal of Marketing, 31: 20-26.
Baumhart, R.C. 1961. "How Ethical Are Businessmen." Harvard Business Review 39(6-9): 156-157.
Bradach, Jeffrey L. and Robert C. Eccles. 1989. "Price, Authority, and Trust: From Loyal Types to Plural Forms." Annual Review of Sociology 15: 97-118.
Brenkert, George G. 1998. "Trust, Morality and International Business." Business Ethics Quarterly (8)2: 292-317.
Cohen, Raymond 1991. Negotiating Across Cultures: Communication Obstacles in International Diplomacy. Washington, DC: United States Institute of International Peace.
Doney, Patricia M., Joseph P. Cannon and Michael R Mullen. 1998. "Understanding the Influence of National Culture on the Development of Trust." Academy of Management Review, 23 (3): 601.620.
Ferrell, 0. C. and L.G. Gresham. 1985. "A Contingency Framework for Understanding Ethical Decision Making in Marketing." Journal of Marketing 49(3): 87-96.
Hall, Edward T. 1973. The Silent Language. Garden City, NY: Anchor press/Doubleday.
Hofstede, Geert 1980. Culture's Consequence: International Differences in Work Related Values. CA: Sage.
Hunt, S. and Scott. J. Vitell. 1992. "The General Theory of Marketing Ethics: A Retrospective and Revision" in J. Quelch and C. Smith (Eds.) Ethics in Marketing, Richard D. Irwin, Chicago.
Hunt, S. and Scott. J. Vitell. 1986. "A General Theory of Marketing Ethics." Journal of Macro-Marketing, 8: 5-16.
Kohls, John and Paul Buller. 1994. "Resolving Cross-cultural Ethical Conflict: Exploring Alternative Strategies." Journal of Business Ethics, 13(1): 31-38.
Lewicki, Roy J. and Neil Stark. 1996. "What is Ethically Appropriate in Negotiations: An Empirical Examination of Bargaining Tactics." Social Justice Research 9(1): 69-95.
Moorman, Christine, Rohit Deshpande and Gerald Zaltman. 1993. "Factors Affecting Trust in Market Research Relationship." Journal of Marketing 57 (Jan): 81-10I.
Neale, M. A. and G. B. Northcraft. 1991. "Behavioral Negotiation Theory: A Framework for Conceptualizing Dyadic Bargaining." In Research in Organizational Behavior Vol. 13. Eds. L.L. Cummings and B.M. Staw. Greenwich, CT: JAI: 147-90.
Robinson, Robert J., R. J. Lewicki and E.M. Donahue 1996. "Extending and Testing a Five Factor Model of Ethical and Unethical Bargaining Tactics: Introducing the SINS Scale." Working Paper 96-031, Division of Research, Harvard Business School, Cambridge, MA.
Schelling, T. 1960. The Strategy ofConflict. Cambridge, MA: Harvard University Press.
Vitell, Scott J, Saviour L. Nwachukwn and James H. Barnes. 1993. "The Effects of Culture on Ethical DecisionMaking: An Application of Hofstede's Typology." Journal of Business Ethics, 12: 753-760.
Weiss, Stephen E. 1993. "Analysis Of Complex Negotiations In International Business: The RBC Perspective." Organization Science 4(2): 269-282.
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Academy of Marketing Science
About this paper
Cite this paper
Elahee, M.N., Minor, M.S. (2015). Culture, Ethics and International Negotiations: Exploring the Role of Trust. In: Noble, C. (eds) Proceedings of the 1999 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13078-1_35
Download citation
DOI: https://doi.org/10.1007/978-3-319-13078-1_35
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-13077-4
Online ISBN: 978-3-319-13078-1
eBook Packages: Business and EconomicsBusiness and Management (R0)