A STUDY OF NEGOTIATIONS WITHIN THE ETHNIC CHINESE COMMUNITY BETWEEN TAIWAN AND HONG KONG

Negotiation is a fundamental process of business activity. As the world becomes more globalized and international business negotiation becomes more frequent, the importance of culture in negotiation becomes more and more salient. The majority of previous negotiation research has been conducted in either a western or an east vs. west environment, leading us to wonder if the findings of these studies are applicable in other cross-cultural contexts. This study uses the dual concern model presented by Blake and Mouton (1985) to understand what drives negotiation strategy selection in two similar cultures (Taiwan and Hong Kong). The result of statistical analysis confirm significant differences in negotiation strategies between the countries: subjects in Hong Kong are more inclined to employ integration negotiation strategies while Taiwanese subjects employ more competitive strategies.Conflict Management, Negotiation, Hong Kong, Taiwan, Dual Concern Model.

Media Selection and the Imposter Phenomenon: A Multinational Investigation

Imposterism, where individuals seek to create a false impression that they are more qualified than they actually are, is an emerging area of study, while media selection has been a subject of interest to IS researchers for over 25 years. This study seeks to determine if individuals who score highly on imposterism dif er in their media preference, and if there is a cultural dimension to this relationship. Using a scenario-based experiment administered to 439 subjects in the U.S. and China, we demonstrate relationships between media choice and both imposterism and two dimensions of espoused national culture

The Influence of Information Overload on the Development of Trust and Purchase Intention Based on Online Product Reviews in a Mobile vs. Web Environment: A Research Proposal

Information overload has been studied extensively by decision science researchers, particularly in the context of task-based optimization decisions. Media selection research has similarly investigated the extent to which task characteristics influence media choice and use. This paper outlines a proposed study, which would compare the effectiveness of web-based online product review systems in facilitation trust and purchase intention to those of mobile product review systems. We propose that since web-based systems are more effective in fostering focus and are less prone to navigation frustration, information overload is less likely influence the extent to which a consumer trusts an online product review

Online Word-Of-Mouth and Mobile Product Reviews:An Experimental Investigation of the Mediating Role of Mobile Self Efficacy

Online word-of-mouth (WOM) has been studied extensively by electronic commerce researchers, particularly in the realm of online product reviews. As mobile computing becomes more and more common, difference in navigation and the ability to foster focus may lead to changes in the way in which consumers read and react to mobile product reviews compared to online reviews. We use research related to mobile computing limitations, Mobile Self Efficacy and information overload to outlines a study in which two common online review outcomes, trust in the review and purchase intention are evaluated in a mobile environment

Responding to Negative Electronic Word of Mouth to Improve Purchase Intention

Retailers have little control over what their customers say about their products and services online. Review platforms (e.g., Yelp and Travelocity) are rife with negativity, from both real customers with bad experiences and from fake reviews created by competitors. These negative reviews have been shown to influence the purchasing behavior of future consumers. Many platforms do afford companies some control by including them in the online conversation about their products or services. Crafting a response to a poor review which appeals to future consumers may mitigate some of the negative outcomes associated with that review. This study advances our knowledge of responding to negative reviews by adding to the growing body of research, using a simulation-based experiment to test the influence of three elements of a review response on purchase intention (i.e., an apology, an explanation and a pledge to correct the problem identified in the review). In doing so, the data show that purchase intention increases only when a response contains all three elements. Implications for e-commerce researchers and review platform developers are discussed

Personal reputation and the organization

Drawing from fields such as marketing psychology, strategy, social psychology, and organizational behavior, the present examination explores the individual and organizational bases for personal reputation; specifically, how different bases interact with one another to produce an individual's reputation within organizations. It is proposed that individuals use personal reputations to satisfy their need for positive self-esteem as well as to secure their sense of belonging in organizations. Furthermore, reputation allows individuals to obtain rewards such as autonomy, power, and career success and the opportunity to signal key information to audiences. Likewise, organizations utilize personal reputations to predict their members' behaviors, market those who are a part of the organization to others, build their own corporate reputations, and signal information to consumers and competitors. To further this understanding of personal reputation an examination is presented as to how organizations serve as an essential context within which individuals realize their personal reputations and regulate their behavior

A conceptualization of personal reputation in organizations.

<p>Drawing from fields such as marketing psychology, strategy, social psychology, and organizational behavior, the present examination explores the individual and organizational bases for personal reputation; specifically, how different bases interact with one another to produce an individual’s reputation within organizations. It is proposed that individuals use personal reputations to satisfy their need for positive self-esteem as well as to secure their sense of belonging in organizations. Furthermore, reputation allows individuals to obtain rewards such as autonomy, power, and career success and the opportunity to signal key information to audiences. Likewise, organizations utilize personal reputations to predict their members’ behaviors, market those who are a part of the organization to others, build their own corporate reputations, and signal information to consumers and competitors. To further this understanding of personal reputation an examination is presented as to how organizations serve as an essential context within which individuals realize their personal reputations and regulate their behavior.</p

The addition of images to eWOM in the travel industry: an examination of hotels, cruise ships and fast food reviews

ABS 1International audienceExtensive research has examined the influence of online product reviews on consumer behavior. However, few have investigated the influence of reviewer submitted images on consumer attitudes. This research examines consumer perceptions of trust, information quality and valence disparity using three simulated online reviews appearing on TripAdvisor.com: one for a hotel, one for a cruise ship and one for a fast food restaurant. Findings reveal that reviews with images are seen as more trustworthy, and that consumers perceive reviews with images as possessing higher information quality than reviews containing text only. Likewise, the findings showed that effective images should be consistent with review text (e.g., reviewers do not respond positively to negative reviews linked with positive images, or vice versa)

Reputational change among managers

The purpose of this study is to examine and extend research on the burgeoning area of a manager's reputation. Not only is current theory still being developed regarding how a reputation is formed, but even less is known about whether and how a manager's reputation could change. Building upon current theory, this study is one of the first to examine whether managers are able to change their reputations by altering their observable actions. Such actions are a way of "signaling" to their audience that change is occurring. In turn, this study proposes that an audience will reassess the focal-manager in question, assigning a new reputation to the manager based upon these observable changes. First, a theoretical foundation for reputation is offered, and hypotheses developed. Next, the methodology is explained and the results of the change of the reputation of the focal-managers are described. Finally, a discussion of the findings and how they contribute to the field, practical applications, limitations, and future research directions for the field are presented