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題名:Relationality in Business Negotiations: Evidence from China
書刊名:Contemporary Management Research
作者:Cheng, JunjunHuang, YiminSu, Yong
出版日期:2016
卷期:12:4
頁次:頁497-523
主題關鍵詞:NegotiationRelationalityGuanxiRelational orientationRelational commitmentRelational capital
原始連結:連回原系統網址new window
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  • 點閱點閱:16
期刊論文
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25.Gelfand, M. J.、Major, V. S.、Raver, J. L.、Nishii, L. H.、O'Brien, K.(2006)。Negotiating relationally: The dynamics of the relational self in negotiations。Academy of Management Review,31(2),427-451。  new window
26.Gopalakrishna Pillai, K.、Sharma, A.(2003)。Mature relationships: Why does relational orientation turn into transaction orientation。Industrial Marketing Management,32(8),643-651。  new window
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29.Ingerson, M.-C.、DeTienne, K. B.、Liljenquist, K. A.(2015)。Beyond instrumentalism: A relational approach to negotiation。Negotiation Journal,31(1),31-46。  new window
30.Leung, K.、Chen, Z.、Zhou, F.、Lim, K.(2014)。The role of relational orientation as measured by face and renqing in innovative behavior in China: An indigenous analysis。Asia Pacific Journal of Management,31(1),105-126。  new window
31.Leung, T. K. P.、Chan, R. Y.-K.、Lai, K.-H.、Ngai, E. W. T.(2011)。An examination of the influence of guanxi and xinyong (utilization of personal trust) on negotiation outcome in China: An old friend approach。Industrial Marketing Management,40(7),1193-1205。  new window
32.Liu, W.、Friedman, R.、Hong, Y.-Y.(2012)。Culture and accountability in negotiation: Recognizing the importance of in-group relations。Organizational Behavior and Human Decision Processes,117(1),221-234。  new window
33.Ma, Z.(2007)。Chinese conflict management styles and negotiation behaviours: An empirical test。International Journal of Cross Cultural Management,7(1),101-119。  new window
34.Qi, X.(2013)。Guanxi, social capital theory and beyond: Toward a globalized social science。British Journal of Sociology,64(2),308-324。  new window
35.Ribbink, D.、Grimm, C. M.(2014)。The impact of cultural differences on buyer-supplier negotiations: An experimental study。Journal of Operations Management,32(3),114-126。  new window
36.Shou, Z.、Guo, R.、Zhang, Q.、Su, C.(2011)。The many faces of trust and guanxi behavior: Evidence from marketing channels in China。Industrial Marketing Management,40(4),503-509。  new window
37.Tenbrunsel, A. E.、Wade-Benzoni, K. A.、Moag, J.、Bazerman, M. H.(1999)。The negotiation matching process: Relationships and partner selection。Organizational Behavior and Human Decision Processes,80(3),252-283。  new window
38.Thomas, S. P.、Thomas, R. W.、Manrodt, K. B.、Rutner, S. M.(2013)。An experimental test of negotiation strategy effects on knowledge sharing intentions in buyer-supplier relationships。Journal of Supply Chain Management,49(2),96-113。  new window
39.Thompson, L. L.、Wang, J.、Gunia, B. C.(2010)。Negotiation。Annual Review of Psychology,61(1),491-515。  new window
40.Turel, O.(2010)。Interdependence issues in analyzing negotiation data。Group Decision and Negotiation,19(2),111-125。  new window
41.Van Beest, I.、Steinel, W.、Murnighan, J. K.(2011)。Honesty pays: On the benefits of having and disclosing information in coalition bargaining。Journal of Experimental Social Psychology,47(4),738-747。  new window
42.Varey, R. J.(1998)。Relational orientation in management: Re-visiting the concepts of relationship and communication。Journal of Communication Management,3(2),119-139。  new window
43.Velleman, P.、Welsch, R.(1981)。Efficient computing of regression diagnostics。The American Statistician,35(4),234-242。  new window
44.Wieseke, J.、Alavi, S.、Habel, J.(2014)。Willing to pay more, eager to pay less: The role of customer loyalty in price negotiations。Journal of Marketing,78(6),17-37。  new window
45.Zhang, Z.、Zhang, M.(2014)。Salespersons' guanxi orientation, communication, and manifest conflict: An empirical study in China。Psychology & Marketing,31(9),786-800。  new window
46.Tsay, C.-J.、Bazerman, M. H.(2009)。A decision-making perspective to negotiation: a review of the past and a look to the future。Negotiation Journal,25(4),467-480。  new window
47.Abramson, N. R.、Ai, J. X.(1999)。Canadian companies doing business in China: Key success factors。Management International Review,39(1),7-35。  new window
48.Ang, S. H.、Leong, S. M.(2000)。Out of the mouths of babes: Business ethics and youths in Asia。Journal of Business Ethics,28(2),129-144。  new window
49.Fan, Ying(2002)。Questioning Guanxi: Definition, Classification and Implications。International Business Review,11(5),543-561。  new window
50.Geyskens, Inge、Steenkamp, Jan-Benedict E. M.、Scheer, Lisa K.、Kumar, Nirmalya(1996)。The Effects of Trust and Interdependence on Relationship Commitment: A Trans-Atlantic Study。International Journal of Research in Marketing,13(4),303-317。  new window
51.Moorman, Christine、Zaltman, Gerald、Deshpande, Rohit(1992)。Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations。Journal of Marketing Research,29(3),314-328。  new window
52.Baron, Reuben M.、Kenny, David A.(1986)。The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations。Journal of Personality and Social Psychology,51(6),1173-1182。  new window
53.Morgan, Robert M.、Hunt, Shelby D.(1994)。The commitment-trust theory of relationship marketing。Journal of Marketing,58(3),20-38。  new window
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圖書
1.Pruitt, D. G.(1981)。Negotiation behavior。New York, NY:Academic Press, Inc.。  new window
2.Kumar, N.、Hibbard, J. D.、Stern, L. W.(1994)。An empirical assessment of the nature and consequences of marketing channel intermediary commitment。MA:Marketing Science Institute Cambridge。  new window
3.Yang, M. M. H.(1994)。Gifts, Favors, Banquets: The Art of Social Relationships in China。Ithaca, NJ:Cornell University Press。  new window
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圖書論文
1.Yang, Kuo-Shu(1995)。Chinese social orientation: an integrative analysis。Chinese Societies and Mental Health。Oxford University Press。  new window
2.Barley, S. R.(1991)。Contextualizing conflict: Notes on the anthropology of disputes and negotiations。Research on negotiation in organizations。Greenwich, CT:JAI Press。  new window
3.Kelley, H. H.(1966)。A classroom study of the dilemmas in interpersonal negotiations。Strategic Interaction and Conflict: Original Papers and Discussions。Berkeley, CA:Institute of International Studies。  new window
4.Weingart, L. R.、Olekalns, M.(2004)。Communication processes in negotiation: Frequencies, sequences, and phases。The handbook of negotiation and culture。California:Standford University Press。  new window
 
 
 
 
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