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Cross‐cultural sales negotiations: A literature review and research propositions

Antonis C. Simintiras (The Open University Business School, Milton Keynes, UK)
Andrew H. Thomas (European Business Management School, University of Wales, Swansea, UK)

International Marketing Review

ISSN: 0265-1335

Article publication date: 1 February 1998

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Abstract

States that the involvement of a sales organisation in international business requires sales interactions that transcend national boundaries. Understanding the complexities of cross‐cultural sales negotiations is most important and is a difficult task for sales managers. States that despite the importance and complex nature of cross‐cultural negotiations, the literature is normative and largely disjointed. By using the negotiation process as an analytical framework, this study examines the relevant literature, offers research propositions and indicates additional areas necessitating further research.

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Citation

Simintiras, A.C. and Thomas, A.H. (1998), "Cross‐cultural sales negotiations: A literature review and research propositions", International Marketing Review, Vol. 15 No. 1, pp. 10-28. https://doi.org/10.1108/EUM0000000004481

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MCB UP Ltd

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