The chinese business negotiation process: a socio-cultural analysis

Hoogovens Steel (HS) is a vertically integrated steel company, which until 1995 was functionally structured. During the eighties the steel market became saturated and more heterogeneous. In order to remain a flexible, market-oriented company, HS changed its organizational structure, by introducing business units responsible for their own financial results. Nevertheless, it remained a vertically integrated steel producer. With the functional structure HS had used cost-based transfer prices. But following the introduction of the business units the question was raised as to whether the transfer pricing system should be changed. A business unit structure implies a decentralization of authority and the delegation of certain activities to the units, but vertically integrated production requires close relations between the various stages. This paper discusses the extent to which the tensions between decentralization and integration can be resolved through the coordination of internal transactions. After introducing the relevant theoretical concepts, the issues which emerged in discussions about the coordination of internal transactions at HS are discussed. Some possible solutions are evaluated on the basis of criteria derived from the theoretical concepts, and the choice made within HS is described. Finally, some conclusions are drawn regarding the significance of the theoretical concepts.

Establishing Data Collection Procedures Equivalence in International Business Research

Following a number of earlier studies on data equivalence in cross-cultural international business research, this article uses a content analysis of articles published in four leading international business journals from 2000 to 2009, to uncover the equivalence in current state of data collection procedures used by researchers in mail surveys. The results show that, despite repeated calls and the existence of a well established theoretical framework for mail survey data collection by Don Dillman (1978, 1999), international business scholars have not been inspired to adopt and report the data collection procedures adequately in their work. We hope this work will draw due attention to the aspect in international business research.International business research · Mail survey · Data collection procedure · Equivalence and Content analysis

Establishing Data Collection Procedures Equivalence

Following a number of earlier studies on data equivalence in cross-cultural international business research, this article uses a content analysis of articles published in four leading international business journals from 2000 to 2009, to uncover the equivalence in current state of data collection procedures used by researchers in mail surveys. The results show that, despite repeated calls and the existence of a well established theoretical framework for mail survey data collection by Don Dillman (1978, 1999), international business scholars have not been inspired to adopt and report the data collection procedures adequately in their work. We hope this work will draw due attention to the aspect in international business research.http://deepblue.lib.umich.edu/bitstream/2027.42/133028/1/wp1013.pd

Reverse knowledge acquisition in emerging market MNEs:the experiences of Huawei and ZTE

Based on case studies of leading Chinese MNEs' international operations in developed countries, this study develops a reverse knowledge acquisition model of emerging market MNEs through subsidiary-led reverse learning, knowledge sharing and integration processes. It unpacks MNEs' external learning process and contributes to the literature by exploring three mechanisms of learning, sharing and integration. It finds three reverse learning channels, a multi-level hub-spoke type of knowledge acquiring mechanism, and a two-tier three-step integration mechanism. The learning mechanism confirms knowledge acquisition driven by reverse learning behaviours; the sharing mechanism enriches the community perspective of capability building and sharing; the integration mechanism provides an effective way of knowledge integration within the MNEs

Data Collection Procedures Equivalence in International Business Research

Following the work undertaken by Hult el al., (2008) on data equivalence in cross-cultural international business research, this study examines mail survey administration procedures equivalence within 94 studies published in the Journal of International Business Studies from 2000-2008.The results show that, despite the existence of a well established theoretical frameworks for mail survey data collection by Don Dillman (1978, 1999), international business researchers have not been inspired to adopt and report the data collection procedures adequately in their work. We hope this work will bring to an end continuance of this neglect.http://deepblue.lib.umich.edu/bitstream/2027.42/133057/1/wp977.pd

Gaining tacit knowledge from foreign buyers: the role of prior knowledge, business relatedness and interactive involvement

As competition has become increasingly knowledge based, firms must double their efforts to increase their competitiveness by integrating the existing knowledge with new and updated knowledge resources, which maybe acquired through various approaches.One of the most popular strategies for knowledge acquisition is through strategic alliance, which can take the form of international outsourcing or another contractual agreement.As a result of the rising trend of international outsourcing and strategic value of tacit knowledge, this paper aims to provide a conceptual perspective on the importance of business relatedness and interactive involvement in the acquisition of tacit knowledge from the international suppliers’ point of view

Trust in international joint venture relationships

A great deal of attention has been paid to the performance of international joint ventures (IJVs) and trust has been recognised as a key factor influencing it. This paper examines the emergence of trust as a process and develops a process model of trust building in IJVs, which is used to analyse four case studies. The main conclusions are the following: Whereas competence-based trust starts from public information, promissory-based trust and goodwill-based trust are individually orientated and mainly develop through direct personal interaction. Such interaction may lead to bonds of friendship between delegates. Before these bonds evolve, trust is mainly based on the perceived self-interest of the partner in the joint venture. When the bonds of friendship dominate, the main source of trust shifts towards emotional commitments. Thus, in the early stages of an IJV, promissory-based trust predominates, and as the joint venture progresses, competence-based trust emerges. Goodwill-based trust is important throughout the process. A commitment to cooperate emerges from initial self-interest. The model is capable of further development and testing