A Comparative Study of Vietnamese and American Customers' Behavior in Negotiation Style and Implications for Global Pricing Strategy

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A Comparative Study of Vietnamese and American Customers' Behavior in Negotiation Style and Implications for Global Pricing Strategy Powered By Docstoc
					A Comparative Study of Vietnamese and American Customers' Behavior in Negotia...
Dinh Thi Thanh Van
Journal of Global Busines
				
DOCUMENT INFO
Description: Many researches have sought to explain how different customers' behavior might be different across cultures. One way in which customers always exercise to maximize the benefits in an offer is through negotiation. Understanding how customers would negotiate could help organizations develop appropriate pricing strategies to retain profit businesses in the context of globalization. This research uses the author's own primary data examining negotiation skills of American and Vietnamese customers. Two samples, taken separately from the U.S. and Vietnam, were used to test several hypotheses. The results confirmed that cultural differences lead to different negotiation styles and perception. Consequently, theoretical and practical implications of the finding about global pricing strategies as well as directions for future research are discussed. [PUBLICATION ABSTRACT]
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