Toward a theory of agenda setting in negotiations

Article Abstract:

To date, negotiation research in two-party situations has largely focused on single issues or on multiple issues bargained simultaneously. In this paper, we develop, from a behavioral perspective, a conceptual framework and an associated set of propositions concerning the influence and interaction of a number of factors on agenda setting. We examine the consequences of negotiating multiple issues sequentially as opposed to discussing them simultaneously. Specifically, we posit (a) conditions under which sequential versus simultaneous negotiations are advantageous, (b) conditions that promote and inhibit integrative agreements between parties involved in sequential negotiations, and (c) conditions that foster greater utility and timeliness to the negotiating parties. In addition, directions for future research and methodological guidelines for testing the propositions are discussed. (Reprinted by permission of the publisher.)

Negotiation, Negotiations

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Confirmatory versus comparative approaches to judging theory tests

Article Abstract:

This article examines the widely held view that manipulation checks, measures of process, and repeated operationalizations in different settings are frequently essential for rigorous tests of theory. This Confirmatory Approach to theory testing is contrasted with the Comparative Approach, which asserts that any procedures are adequate if they serve in demonstrating the superiority of one explanation to its rivals. Our analysis favors the Comparative Approach. It is shown that manipulation checks, measures of process, and repeated operationalizations are not necessary nor always sufficient for rigorous tests. They have no special status in relation to other convergence procedures that are accepted by the Comparative Approach for producing rigorous theory tests. (Reprinted by permission of the publisher.)

Methods, Testing, Science, Scientific method, Tests, Theory (Philosophy)

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Notes toward an application of McCracken's "cultural categories" for cross-cultural consumer research

Article Abstract:

The importance to cross-cultural consumer research of an encompassing yet intricate approach to evaluating the role of culture has been broadly recognized. This article charts a procedure for operationalizing the descriptive term "cultural categories" for this purpose. By analyzing the acceptance, use, and meaning-attachment patterns of selected goods or services in a given environment, culture-exclusive (and nonexclusive) categories can be discerned and labeled. Explanation and illustration of this approach are drawn from a field investigation conducted in western Japan. (Reprinted by permission of the publisher.)

Analysis, International aspects, Marketing research, Market research, Cross-cultural studies, Cross cultural studies, Culture

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