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RESEARCH PRODUCT

Influence of Time Pressure on the Outcome of Intercultural Commercial Negotiations

M. Carmen Saorín-iborraGustavo Cubillo

subject

MarketingUncertainty avoidancebusiness.industrySupply chainmedia_common.quotation_subject05 social sciencesCollectivismPublic relationsTime pressureOutcome (game theory)NegotiationOrder (business)0502 economics and business050211 marketingBusinessMarketingKnow-how050203 business & managementmedia_common

description

ABSTRACTIt is essential, in commercial negotiations, to know how time pressure is expressed among customers and suppliers and which its effect on the outcomes of negotiation is. Must pressure be applied or not? In order to solve this question, 21 customer/supplier negotiation case studies were carried out (intercultural and intracultural). We have evidenced that an adequate time pressure, at low levels, produced outcomes that tend to be positive. Also, the national culture of the negotiators may influence the decision about using or not time pressure in these processes; especially when considering In-Group Collectivism and Uncertainty Avoidance dimensions.

yearjournalcountryeditionlanguage
2016-07-03Journal of Promotion Management
https://doi.org/10.1080/10496491.2016.1190224