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To address three issues of survey-based methods (i.e. the absence of behaviors, the reference inequivalence, and the lack of cross-cultural interaction), the purpose of this paper is to explore the potential of using the behavioral experiment method to collect cross-cultural data as well as the possibility of measuring culture with the experimental data. Moreover, challenges to this method and possible solutions are elaborated for intriguing further discussion on the use of behavioral experiments in international business/international management (IB/IM) research.

This paper illustrates the merits and downside of the proposed method with an ultimate-game experiment conducted in a behavioral laboratory. The procedure of designing, implementing, and analyzing the behavioral experiment is delineated in detail.

The exploratory findings show that the ultimate-game experiment may observe participants’ behaviors with comparable references and allow for cross-cultural interaction. The findings also suggest that the fairness-related cultural value may be calibrated with the horizontal and vertical convergence of cross-cultural behaviors (i.e. people’s deed), and this calibration may be strengthened by incorporating complementary methods such as a background survey to include people’s words.

The behavioral experiment method illustrated and discussed in this study contributes to the IB/IM literature by addressing three methodological issues that are not widely recognized in the IB/IM literature.

The acceleration of globalization is causing global trade transactions to become increasingly frequent, which leads to the internationalized design of consumer products. However, due to cultural differences, the user experience in different parts of the world with the same product may be different. In addition, the user experience is not static, but changes over the different usage stages for a product since the role of our senses may vary and different emotions may be elicited. Therefore, the purpose of this paper is to explore how the interaction between the user and the product influences cross-cultural sensory modalities and emotional responses to products.

Due to the fact that drinking tea can provide dynamic feedback of users’ sensory experiences including all five senses, two kinds of tea products from two considerably different cultures (China and the Netherlands) were chosen for the study. The experiment was conducted in five stages corresponding to different levels of interaction with two tea products. Measurements for both Chinese and Dutch participants were conducted by means of collecting subjective data for sensory modalities and emotions related to product experiences throughout the five stages.

Results showed that tea experience tends to be dynamic between the two different countries over different usage periods, including sensory modalities and the emotional responses.

The findings and design & market implications can be applied to optimize the design or market of international tea products or consumer products in other categories. They will be helpful for the international marketing of tea, especially for those who are interested in breaking into the Chinese tea market and those who are interested in promoting Chinese tea in new markets. In addition, the authors’ methods to evaluate the dynamics of the importance of sensory modalities and emotions could be used to test the user experience in the product lifecycle to help develop a successful international product.

The findings and the linked design implications could be important not only for a theoretical understanding of cross-cultural sensory and emotional feedback from a product experience, but also for the optimization of product design for the international market.

Notes that methodological problems are hampering the growth of cross‐cultural marketing research and presents a review of methodological issues to address these problems. Organizes these issues around a six‐step framework which includes elements such as problem definition, the development of an approach and research design formulation. Notes that the marketing research problem can be defined by comparing the phenomenon or behaviour in separate cultural contexts and eliminating the influence of the self‐reference criterion. Discusses issues in data analysis such as treatment of outliers and standardization of data. Concludes with an interpretation of results and report presentation.

The purpose of this paper is to explore different tagging behaviours between Chinese and Americans by analysing the movie tags, and explore the feasibility of applying cultural differences to tag recommendations.

This paper introduced hypotheses based on several well-established psychological theories and tested them with social tags for the same movies generated by Chinese and Americans. And to prove the utility of the cultural factor consideration, this paper conducted a cross-cultural tag recommendation experiment.

The results show that compared with Americans, Chinese users tend to add more tags about movies’ background information (e.g. release year) and global contextual characteristics (e.g. genre); they also prefer to add tags about production countries and factual tags, and cultural factors can be applied for recommending more accurate tags.

Other reasons for tagging differences beyond cultural factors have not be explored. Tags for some sample movies in MovieLens might be unstable, as they had been tagged by a small scale of users; as a result, the tags’ type distribution might be influenced.

The results and conclusion of this study will be beneficial for the cross-cultural applications of social tags and mining users’ interests based on tags.

This paper provided a deeper investigation of the cross-cultural effect in people’s social tagging behaviours from cognitive perspective, and an empirical analysis has been performed to explore proper approaches of incorporating cultural differences for tag recommendation.

This paper enhances our understanding of how national culture impacts manufacturing performance (assembly speed, consistency between teams, etc.) during a production process move. The authors also investigate the efficacy of co-location as a strategy to enhance knowledge transfer from one organization to another.

To study the impact of national culture on production process moves, the authors develop and employ a team-based behavioral experiment within and between an individualist society (the United States) and a collectivist one (China). The authors also examine the impact of co-location on knowledge transfer effectiveness within and between these two unique cultures.

Interestingly, co-location has little impact on the performance of US recipient teams. Without co-location, Chinese recipient team performance lags significantly behind the US teams. However, firms can overcome these knowledge transfer challenges by co-locating source and recipient team members. These results suggest that firms should assess the national cultural context when considering co-location to manage their production move. There are contexts where co-location may be incredibly useful to facilitate an effective knowledge transfer (e.g. collectivist cultures like China) and contexts where this approach may not be as valuable (e.g. individualistic cultures such as the United States).

This research contributes to the academic literature in several ways. First, while past research demonstrates that national culture can be an essential barrier to information and knowledge sharing, this paper extends these findings showing that co-location may effectively overcome this barrier. After the authors offer and test the merits of co-location, they also establish the boundary conditions of this approach by showing that the effect of co-location on knowledge transfer is contingent on the cultural context. This contribution enhances our understanding of the relationship between national culture and knowledge sharing and has implications for managers developing approaches to transfer knowledge between cultures. Second, the authors develop and execute a novel cross-country experimental design. While cross-country experiments have been done before (e.g. Ozer et al. 2014, Kuwabara et al. 2007, etc.), it is still rare to see such experiments due to them being “technically difficult and costly” (Ozer et al. 2014, p. 2437). This research not only offer insights into how teams of people from individualist and collectivist societies send, receive and comprehend production knowledge. It also documents how these teams convert this knowledge into production results.

Reports on a project to create a new infrastructure for experimental economics and sociology by connecting cutting edge research to Web‐based software development. The project will build and maintain an active Web site of highly flexible modular architecture for theoretically‐driven experimentation. The Web site, itself a laboratory, fundamentally advances experimental study, automatically records and archives data, and maintains electronic journals. To increase the integrity and effectiveness of social science knowledge acquisition, the Web site will support replications while creating large and systematic databases. The Web‐lab’s goal is to change social science investigation by allowing experiments to be run using subjects from large and diverse populations. The Web‐lab will democratize experimental research; a local laboratory will need no more than a few computers with access to the Web. Using designs at the Web‐lab, extensive laboratory components will be developed for mainstream graduate and undergraduate social science courses.

The purpose of this paper is to investigate whether investor reactions to accounting narratives are uniform across cultures or if there are predictable systematic culture-based differences, particularly for investors from interdependent cultures, such as in Asia.

This research paper builds on the experiment conducted in Riley et al. (2014) by collecting data from investors from interdependent cultures and comparing their investment judgments to the “baseline” judgments of the investors from Riley et al. (2014).

In comparing independent and interdependent culture investors, a culture by construal interaction is observed. Whereas the independent culture investors in Riley et al. (2014) made less favorable investment judgments of a company with a concretely (vs abstractly) written negative narrative, this effect is attenuated for interdependent culture investors.

This study extends the literature on accounting narratives by providing evidence that investors’ culture and linguistic characteristics of accounting narratives “interact,” suggesting that future studies in this area should account for culture as a variable. As for limitations, the independent and interdependent participant data were predominantly collected from different universities, so the differences observed may be due to institutional, not cultural differences. However, the populations are matched on key demographic measures.

The results have practical implications for investor relations professionals and international standard-setting bodies.

This study is believed to be the first to examine how investors’ culture may affect their reactions to the features of accounting narratives.

Hessling defines training as “a sequence of experiences or opportunities designed to modify behaviour in order to attain a stated objective”. The operative word in this definition is “designed”. As Hamlyn points out, people can learn to modify their behaviour as a result of all kinds of experience, but when they are being trained they are being put through an experience or given an opportunity which has been deliberately designed to make them learn.

The purpose of this paper is to investigate the implicitly assumed universality of the best seller negotiation literature Getting to Yes by Roger Fisher and William Ury.

Existing cross-cultural negotiation literature was systematically searched for findings indicating either a higher or lower likelihood of successfully applying the authors’ advice in different cultural environments, as defined in the Hofstede framework or The Globe Study. The findings were aggregated, categorized into a matrix, synthesized and analyzed.

This paper finds that the assumed universality of the method of Getting to Yes and its single principles is not supported by research. Instead, a dichotomy of the four principles’ applicability along the Individuality dimension of Hofstede was found. Hence, the western orientation of Getting to Yes is reality, inhibiting its use in non-western cultures. However, in one principle – Invent options for mutual gain – the findings refute a successful application in western cultures. Additional findings and research gaps are presented.

Practitioners should apply Getting to Yes with caution, if at all, in a non-western environment. For the teaching of negotiations, alternative approaches for conducting negotiations in the non-western world are needed.

Although widely used in research, scholars only addressed sporadic comments concerning the limitations of Getting to Yes across cultures. Often the universality of Getting to Yes is either implicitly or explicitly assumed in research and practice. This paper approaches this topic systematically by providing evidence that Getting to Yes is not universal and conceptually sees negotiations through a western shaped perspective that provides considerable implications for research, practice and teaching.

Cultural studies in business and economics research are still limited to particular cultures. Knowledge on cultural differences may help international corporations to adapt management practices according to the markets they are operating in. The purpose of this paper is to study the issue of escalation of commitment and framing in a new cultural setting involving Germany and Vietnam. This setting is unique and particularly interesting, for Germany being the biggest European market and Vietnam being one of the fastest growing emerging markets in Asia.

The authors use a lab experiment with student participants from Germany and Vietnam.

In a 2×2 in between-experiment, the authors find strong support that Vietnamese participants have a stronger tendency to invest additional resources and evidence that negatively framed information leads to the higher escalation of commitment. Implications are discussed.

The unique empirical comparison is important because differences between other western and eastern countries do not necessarily generalize to the setting.