Please use this identifier to cite or link to this item: https://scholarbank.nus.edu.sg/handle/10635/45104
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dc.titleThe effects of personal value similarity on business negotiations
dc.contributor.authorAng, S.H.
dc.contributor.authorLeong, S.M.
dc.contributor.authorTeo, G.P.S.
dc.date.accessioned2013-10-10T05:29:09Z
dc.date.available2013-10-10T05:29:09Z
dc.date.issued2000
dc.identifier.citationAng, S.H.,Leong, S.M.,Teo, G.P.S. (2000). The effects of personal value similarity on business negotiations. Industrial Marketing Management 29 (5) : 397-410. ScholarBank@NUS Repository.
dc.identifier.issn00198501
dc.identifier.urihttp://scholarbank.nus.edu.sg/handle/10635/45104
dc.description.abstractThis study examines whether shared personal values affect adaptability and attitude towards a foreign partner in business negotiations. Two values were experimentally investigated - time processing orientation and agreement preference. Shared time orientations and agreement preferences did not consistently result in greater adaptability and attitude toward the foreign partner than value differences between negotiators. Furthermore, shared oral agreement preferences elicited greater adaptability only selectively, while shared written preferences produced no significant differences against the other agreement preference conditions. No attitudinal differences were observed for agreement preference. © 2000 Elsevier Science Inc. All rights reserved.
dc.sourceScopus
dc.typeArticle
dc.contributor.departmentMARKETING
dc.description.sourcetitleIndustrial Marketing Management
dc.description.volume29
dc.description.issue5
dc.description.page397-410
dc.description.codenIMMAD
dc.identifier.isiutNOT_IN_WOS
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