Edward T. Hall (1976) and others have told us that status and role are
more important considerations in Japan than in the United States.
Specifically addressed in this study is the moderating effect of culture on
the relationships between negotiators’ roles (buyer or seller) and their
behaviors and outcomes. A laboratory negotiation simulation was conducted
with more than 200 Japanese and American businesspeople as participants, and
several of the simulated negotiations were videotaped for subsequent content
and sociolinguistic analyses. The integration of findings supports Hall's
notion that in Japan hierarchy is more important, and indeed, Japanese
buyers receive greater deference from sellers.
Get full access to this article
View all access options for this article.
References
1.
AdlerNancy J., and
GrahamJohn L. (1989),
“Intercultural Interaction: The International Comparison
Fallacy?”Journal of International Business Studies,
20(Fall),
515–37.
2.
AnglemarR., and SternL. W. (1978),
“Development of a Content Analytic System for Analysis of
Bargaining Communication in Marketing,”Journal of Marketing Research, 15(February),
93–102.
3.
BulkeleyWilliam M. (1987),
“Buying American, Toshiba Official Finds Giving Work to U.S.
Can Be Tricky,”The Wall Street Journal, (20 March), A1,
A7.
4.
CateoraPhilip R. (1990),
International Marketing, 7th ed. Homewood,
IL: Richard D.
Irwin.
5.
CloptonStephen W. (1984),
“Seller and Buying Firm Factors Affecting Industrial Buyers’
Negotiation Behaviors and Outcomes,”Journal of Marketing Research,
21(1),
39–53.
6.
CondonJ. C. (1974),
“Perspective for the Conference,” inIntercultural Encounters with Japan,
CondonJ.C., and SaitoM., eds.
Tokyo: Simul
Press, 3–14.
7.
DoiTakeo (1973),
Anatomy of Dependence, Tokyo: Kodansha,
excerpted in “Inside Japan's ‘Open’ Market,”Fortune (5 October 1981), 118.
8.
DwyerRobert F., and
WalkerOrville C. (1981),
“Bargaining in an Asymmetrical Power
Structure,”Journal of Marketing, 45(1),
104–15.
9.
EarleyP. Christopher (1993),
“East Meets West Meets Mideast: Further Explorations of
Collectivistic and Individualistic Work Groups,”The Academy of Management Journal,
36(2),
319–48.
10.
EvansFranklin B. (1963),
Selling as a Dyadic Relationship—A New
Approach,”American Behavioral Scientist, 6(May),
76–9.
11.
FrancisJune N.P. (1991),
“When in Rome? The Effects of Cultural Adaptation on
Intercultural Business Negotiations,”Journal of International Business Studies,
22(3), pp.
403–28.
12.
FrazierGary L., GillJames D., and
KaleSudhir H. (1989),
“Dealer Dependence Levels and Reciprocal Actions in a Channel
of Distribution in a Developing Country,”Journal of Marketing, 53(1),
50–69.
13.
FrazierGary L., and
SummersJ. (1984),
“Interfirm Influence Strategies and Their Application within
Distribution Channels,”Journal of Marketing, 48(Summer), pp.
43–55.
14.
GhauriPervez N. (1986),
“Guidelines for International Business
Negotiations,”International Marketing Review, 3(Autumn),
72–82.
15.
GrahamJohn L. (1993),
“The Japanese Negotiation Style: A Distinct
Approach,”Negotiation Journal, 9(April),
123–40.
16.
GrahamJohn, Alma MintuL., and RodgersWayne (1994),
“Explorations of Negotiation Behaviors in Ten Foreign
Cultures Using a Model Developed in the United States,”Management Science, 40(1),
72–95.
17.
GrahamJohn L., and SanoYoshihiro (1989),
Smart Bargaining, Doing Business with the Japanese.New York: Harper
Collins.
18.
HallEdward T. (1976),
Beyond Culture.Garden City, NY: Anchor
Press/Doubleday.
19.
HofstedeGeert (1991),
Cultures and Organizations: Software of the Mind.Berkshire, England:
McGraw-Hill.
20.
JohanssonJohny K. (1986),
“Japanese Consumers: What Foreign Marketers Should
Know,”International Marketing Review,
3(2),
37–43.
21.
JohanssonJohny K., and
HiranoMasaki (1996),
“Japanese Marketing in the Post-Bubble Era,”International Executive, 38(1),
33–51.
22.
JohnsonJean L., SakanoTomoaki, CoteJoseph A., and
OnzoNaoto (1993),
“The Exercise of Interfirm Power and Its Repercussions in
U.S.-Japanese Channel Relationships,”Journal of Marketing, 57(April),
1–10.
23.
JohnstonWesley J. (1986),
“Industrial Buying Behavior: Japan versus the
U.S.” in Advances in Consumer Research,
14, WallendorfM., and AndersonP. eds.,
326–30.
24.
KelleyHarold H. (1966),
“A Classroom Study of the Dilemmas in Interpersonal
Negotiations,” in Strategic Interaction and
Conflict, ArchibaldK., ed. Berkeley,
CA: Institute of International Studies,
University of California, Berkeley,
49–73.
25.
Manufactured Imports Promotion
Organization (1985), Penetrating the Japanese
Market, Tokyo.
26.
MarchRobert M. (1991),
Honorable Customer: Marketing and Selling to the Japanese in the
1990s.London: Pitman
Publishing.
27.
NeslinScott, and
GreenhalghLeonard (1983),
“Nash's Theory of Cooperative Games as a Predictor of the
Outcomes of the Buyer-Seller Negotiations: An Experiment in Media
Purchasing,”Journal of Marketing Research, 20(November),
368–79.
28.
PenningtonAllan L. (1968),
“Customer-Salesman Bargaining Behavior in Retail
Transactions,”Journal of Marketing Research, 5(February),
103–05.
29.
PorterMichael E. (1990),
The Competitive Advantage of Nations.New York: The Free
Press.
30.
PruittDean G. (1981),
Negotiation Behavior.New York: Academic
Press.
31.
PutnamLinda L., and
JonesTricia S. (1982),
“Reciprocity in Negotiations: An Analysis of Bargaining
Interaction,”Communication Monographs, 49(September),
171–91.
32.
RosenbergLarry J. (1986),
“Deciphering the Japanese Cultural Code,”International Marketing Review, 3(Autumn),
47–57.
33.
RothMartin S. (1995),
“The Effects of Culture and Socioeconomics of the Performance
of Global Brand Image Strategies,”Journal of Marketing Research, 32(May),
163–75
34.
RubinJeffrey Z., and
BrownBert R. (1975), The
Social Psychology of Bargaining and Negotiation.New York: Academic Press
Inc.
35.
SawyerJack, and
GuetzkowHarold (1965),
“Bargaining and Negotiation in Interpersonal
Relations,” in International Behavior: A
Social-Psychological Analysis, KelmanH.C., ed. New
York: Holt, Rinehart and
Winston,
464–520.
36.
WeitzBarton A. (1979),
“A Critical Review of Personal Selling Research: The Need for
Contingency Approaches,” in Critical Issues in Sales
Management: State of the Art and Future Research Needs,
AlbaumG., and ChurchillG.A.Jr., eds.
Eugene: University of
Oregon,
76–126.
