A dyadic study of interpersonal information search

Article Abstract:

Although interpersonal word-of-mouth communication, by definition, takes place between two people, rarely has the phenomenon of word of mouth been studied using both members of the dyad. Building on the literature, this article offers a model of active interpersonal information search that is tested by using a method in which information seeker and source perceptions were obtained. Source characteristics were important determinants of interpersonal influence, but seeker characteristics also played an important role. Interestingly, it proved useful to distinguish between demographic and attitudinal homophily of seeker and source as the former was inversely and the latter directly related to interpersonal influence. (Reprinted by permission of the publisher.)

Research, Interpersonal communication, Human information processing

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Strategy implementation: a comparison of face-to-face negotiations in the People's Republic of China and the United States

Article Abstract:

The negotiation processes employed by American and Chinese businesspeople were compared. The study involved by 40 businesspeople from the People's Republic of China who were visiting the US and 134 American businesspeople. The negotiating styles of the groups were compared in terms of the following variables: negotiator's profits, partner's satisfaction, problem-solving approach, interpersonal attraction, role of the negotiator, negotiatior's age, and negotiator's experience. Findings of the study showed several similarities, as well as differences, in the way the Chinese and the Americans conduct commerical negotiations. These results are discussed.

Management, International aspects, Negotiation, Negotiations, Americans, Chinese, Chinese (Asian people)

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Testing a negotiation model on Canadian Anglophone and Mexican exporters

Article Abstract:

The structural equations' model of negotiations, based on Canadian Anglophone and Mexican industrial exporters, focuses on the antecedents of problem-solving behaviors and negotiators' satisfaction. The results validate the importance of reciprocity as a social construct in cross-cultural negotiations and the impact of bargainer and organizational characteristics varied across the two groups.

Canada, Mexico, Exports, Models, Deals, Deals (Business), Business negotiations

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