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1 – 10 of over 52000
Article
Publication date: 17 November 2014

Tak Wing Yiu and Yuet Nog Chung

In construction, the involvement of complex human interactions and incompatible interests among negotiating parties would pose as an obstacle in any negotiation process. The…

Abstract

Purpose

In construction, the involvement of complex human interactions and incompatible interests among negotiating parties would pose as an obstacle in any negotiation process. The purpose of this paper is to examine the role of face in governing the behaviour of negotiating parties.

Design/methodology/approach

This paper identified the generic types of face-saving tactics used by construction negotiators, investigated the tactic-outcome relationships and examined the effects of face-inducement factors on these relationships with the use of moderated multiple regression (MMR).

Findings

A taxonomy of face-saving tactics has been developed by employing the technique of principal component of factor analysis. The results suggest that the use of face-saving tactics in construction negotiation would statistically result in an achievement of mutual agreement, maintenance of harmony and avoidance of offending situations. The MMR models finally affirm that some tactic-outcome relationships would significantly depend on the face-inducement factors.

Research limitations/implications

This research highlights the usefulness of face-saving tactics in construction negotiation.

Practical implications

The findings revealed that these tactics can help facilitate the achievement of mutual agreement, maintain harmony and avoid offending situations. In this connection, an awareness of the proper use of face-saving tactics is worth-noticing in order to have successful dealings in negotiating project disputes.

Originality/value

In construction, there are some distinct features which may influence the use of face-saving tactics and the behaviour of project dispute negotiators. The findings of this research would provide an insight into promoting proactive and collaborative project dispute resolution.

Details

Engineering, Construction and Architectural Management, vol. 21 no. 6
Type: Research Article
ISSN: 0969-9988

Keywords

Article
Publication date: 1 October 2000

Jae‐Eun Chung and Dawn Thorndike Pysarchik

This study examines the predictors of Korean consumers’ behavioral intention to buy imported and domestic products, based on Lee’s revised Fishbein model. The revised model…

6181

Abstract

This study examines the predictors of Korean consumers’ behavioral intention to buy imported and domestic products, based on Lee’s revised Fishbein model. The revised model incorporated two salient Confucian concepts – face saving and group conformity. There were two phases to the study, qualitative (focus group interviews) and empirical (experimental survey design). From the focus group data, parallel self‐report mail survey instruments were developed and sent to Korean students studying temporarily at a large midwestern university in the USA. Instruments were randomly assigned to subjects using a between‐subject experimental design. Findings indicate that there is a positive relationship between Korean consumers’ attitudes toward a product and their product evaluation. Further, there is a positive relationship between their attitudes and their intention to buy either domestic or imported products. The components of cultural pressure, face saving and group conformity have a weaker influence on attitudes than product evaluation, and they are significant predictors for domestic products but not for imported products. Finally, managerial implications and marketing strategies are discussed for multinational and domestic marketers.

Details

Marketing Intelligence & Planning, vol. 18 no. 5
Type: Research Article
ISSN: 0263-4503

Keywords

Article
Publication date: 11 September 2017

Guanqi Ding, Hefu Liu, Qian Huang and Jibao Gu

This study aims to investigate how psychological motivations influence the knowledge-sharing intention of employees and how these effects are moderated by traditional Chinese…

1867

Abstract

Purpose

This study aims to investigate how psychological motivations influence the knowledge-sharing intention of employees and how these effects are moderated by traditional Chinese culture.

Design/methodology/approach

A questionnaire survey was conducted in China to test the research model. The target samples comprised MBA students who have enough practical experience, as well as considerable academic experience.

Findings

The results suggest that anticipated reciprocal relationships, anticipated extrinsic rewards and sense of self-worth exert different effects on knowledge-sharing intention. In addition, traditional Chinese culture plays different roles in the relationships among these three psychological motivations and knowledge-sharing intention. Specifically, guanxi orientation positively moderates the effect of anticipated reciprocal relationships and negatively moderates the effect of sense of self-worth. Face gaining negatively moderates the effect of anticipated reciprocal relationships and positively moderates the effect of sense of self-worth. Face saving negatively moderates the effect of anticipated reciprocal relationships and sense of self-worth.

Originality/value

A few studies in extant knowledge management (KM) literature provided insights into how traditional Chinese culture could directly affect knowledge sharing. The authors depart from these studies by integrating these characteristic indigenous concepts (i.e. face and guanxi orientation) into this study. The authors offer an indigenous cultural view of how these indigenous concepts truly influence an individual’s psychological states and inclination in KM literature. Through this approach, the results confirm that these cultural factors do play an important role during the formation of knowledge-sharing intention and reveals several important research findings.

Details

Journal of Knowledge Management, vol. 21 no. 5
Type: Research Article
ISSN: 1367-3270

Keywords

Article
Publication date: 13 June 2016

Noel Yee-Man Siu, Ho Yan Kwan and Celeste Yunru Zeng

This paper aims to investigate the impact of brand equity on Chinese consumers’ affective attitudes toward luxury brands and their behavioral intentions by applying the…

6413

Abstract

Purpose

This paper aims to investigate the impact of brand equity on Chinese consumers’ affective attitudes toward luxury brands and their behavioral intentions by applying the cognitive-affective model. The interaction effect between face saving and consumer’s affective attitude on luxury consumption is also examined.

Design/methodology/approach

A field survey was conducted using a sample of 248 luxury consumers in three Chinese cities.

Findings

Brand equity was found positively to predict Chinese consumers’ affective attitudes and their willingness to pay a premium price for a luxury brand. Moreover, consumers who highly value face saving were found to be more willing to pay a premium price, even though they hold a less positive attitude toward the brand.

Research limitations/implications

The use of cross-sectional survey data with young Chinese consumers in first-tier cities may limit the generalizability of the findings as well as precluding the making of causal inferences.

Practical implications

Global luxury marketers who plan to enter the China market can utilize marketing strategies to create prestigious value and appeal to consumers who seek for social approval and status.

Originality/value

Previous published studies of brand equity and luxury consumption have primarily emphasized Western markets. These findings advance our understanding of luxury purchase intention among young Chinese consumers, for whom the need for social acceptance acts as a crucial motivator in luxury consumption. The results contribute to amplifying the brand equity concept by taking cultural context into consideration.

Details

Journal of Consumer Marketing, vol. 33 no. 4
Type: Research Article
ISSN: 0736-3761

Keywords

Book part
Publication date: 2 December 2016

Joo-Young Park and Dong-One Kim

This paper examines the role of cultural values measured as collectivism, face-saving, and conflict-avoidance, in predicting employee voice behavior. Using data (n = 198…

Abstract

This paper examines the role of cultural values measured as collectivism, face-saving, and conflict-avoidance, in predicting employee voice behavior. Using data (n = 198) collected from automotive-industry employees in the United States (US) and Korea, several interesting findings emerged. First, and most notably, for a “leaver” who chooses the exit option, culture does not matter, such that none of the three cultural values have a significant association with the exit option across countries. Second, for a “stayer,” who chooses the voice, loyalty, or neglect option, culture does matter in that cultural-specific values, such as collectivism, face-saving, and conflict-avoidance were found to affect employees nonexit options in the Korean sample, but not in the U.S. sample. The results of this study suggest that these three cultural values guide and predict employee voice behavior. Additionally, the results of this study confirm that job alternatives are a significant predictor of the exit option across cultures. This study therefore presents strong empirical evidence of the effect of culture on employee voice behavior and increases our understanding of employee voice behavior across cultures.

Details

Employee Voice in Emerging Economies
Type: Book
ISBN: 978-1-78635-240-8

Keywords

Article
Publication date: 26 October 2012

Lien Le Monkhouse, Bradley R. Barnes and Ute Stephan

The paper aims to further extend our understanding by assessing the extent to which two prominent cultural values in East Asia i.e. face saving and group orientation drive…

10800

Abstract

Purpose

The paper aims to further extend our understanding by assessing the extent to which two prominent cultural values in East Asia i.e. face saving and group orientation drive consumers’ perceptions of luxury goods across four East Asian markets.

Design/methodology/approach

A multi‐methods research approach was adopted consisting of: an expert panel of close to 70 participants, group discussions with five extended East Asian families, personal interviews with eight East Asian scholars, a pilot test with over 50 East Asian graduate students and a multi‐market survey of 443 consumer respondents in Beijing, Tokyo, Singapore and Hanoi.

Findings

The authors extend previous conceptual studies by empirically investigating the impact of these two cultural values on the perception of luxury among East Asian societies. Specifically the study reveals that across all four markets face saving has the strongest influence on the conspicuous and hedonistic dimensions of luxury, group orientation meanwhile is the strongest predictor of the quality, extended self and exclusivity dimensions of luxury. Collectively these two cultural values significantly influence East Asian perceptions of luxury. Overall, the findings reiterate the importance of understanding different cultural values and their influence across different East Asian societies.

Practical implications

The findings have important implications for managers of western luxury branded goods that are seeking to penetrate East Asian markets or seek to serve East Asian consumers. Specifically, to assist with developing suitable brand positioning, products, services, communications and pricing strategies.

Originality/value

This study contributes to our understanding of the subject by exploring the impact of face saving and group orientation on the perception of luxury goods across four East Asian countries. Several directions for future research are suggested.

Details

International Marketing Review, vol. 29 no. 6
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 8 August 2019

Emma McDaid, Christina Boedker and Clinton Free

Online ratings and reviews have recently emerged as mechanisms to facilitate accountability and transparency in the provision of goods and services. The purpose of this paper is…

1070

Abstract

Purpose

Online ratings and reviews have recently emerged as mechanisms to facilitate accountability and transparency in the provision of goods and services. The purpose of this paper is to examine the nature and outcome of the accountability that online ratings and reviews create in the sharing economy.

Design/methodology/approach

The study draws on 30 face-to-face and Skype interviews with Airbnb guests and hosts as well as on secondary materials, including content from Airbnb data analytic reports.

Findings

The authors demonstrate that face-saving practices widely condition user ratings and comments. Face saving occurs when individuals attempt to preserve their own identity and the identity of others during a social interaction. At Airbnb, the authors find that reviewers adopt three distinct face-saving strategies: the use of private reviewing channels, the creation of tactful reviews and refraining from reviewing entirely. The authors also find that users are sceptical of rating metrics and public comments and draw upon a wide range of alternative sources, such as private messaging and other publicly available resources, in their decision making.

Originality/value

This paper highlights the overwhelmingly positive character of Airbnb ratings and reviews. It proposes the concept of crowdbased accountability as a limited, partial form of assurance for sharing economy users. Guests and hosts alike prioritise face-saving practices over reviewer responsibilities to provide authentic, reliable accounts to the public. Consequently, reviewers effectively remove the risk of sanctions for those in the network who underperform.

Details

Accounting, Auditing & Accountability Journal, vol. 32 no. 5
Type: Research Article
ISSN: 0951-3574

Keywords

Open Access
Article
Publication date: 6 December 2022

Amira Latrech and Abdulkhaliq Alazzawie

This paper examines how politeness strategies are used in Omani schools and professional development classrooms. It is a qualitative study following an interactional…

1509

Abstract

Purpose

This paper examines how politeness strategies are used in Omani schools and professional development classrooms. It is a qualitative study following an interactional sociolinguistic analysis approach. The study adopts Brown and Levinson (1987) model to analyse the use of politeness and the notion of face in two different contexts.

Design/methodology/approach

This is a qualitative study because it includes descriptive findings. It will follow an interactional sociolinguistic analysis approach and adopts Brown and Levinson (1987) model to analyse the use of politeness and the notion of face in two different contexts. It aims at studying student–teacher interaction in two different groups: Omani private school and Professional development Academy. Two classes will be attended in the school and two classes in the Academy. A mix of female and male teachers from both groups will be observed. The first age group is young learners of grades 7 and 9 and the age range of the second group is adult learners aged between 25 and 40 years old.

Findings

The results are as follows: young learners want to be perceived with their positive face while adult learners with negative face. More face saving acts (FSA) are performed by teachers than face threatening acts (FTAs). More FTAs are performed by young students than adult students. More FSAs are performed than FTAs by female teachers than their counterparts. All teachers agreed that when their face is put into threat, they will save it even if it meant putting the student's face in threat. These results imply that there is a big awareness of politeness and face in the modern day Omani classroom in different contexts and that teachers are actually using it and trying to help students to be aware of it.

Originality/value

The findings of this study will reverberate throughout the field of education and pedagogical techniques since before this study, there has not been sufficient investigation exploring politeness strategies or FSAs of adults in this age group in Oman. In fact, there have not been sufficient studies conducted in this area in Oman within all age groups. To this purpose, this paper will contribute to the existing literature in this field by examining how politeness strategies are used and factors that directly affect their use in the classroom in a new context, Oman. Moreover, the analysis that is presented in this study conveys valuable information for future research exploring this topic but within a broader age range and a bigger sample.

Details

Saudi Journal of Language Studies, vol. 3 no. 2
Type: Research Article
ISSN: 2634-243X

Keywords

Article
Publication date: 7 August 2017

Raffaele Filieri, Wenshin Chen and Bidit Lal Dey

China is the world’s largest consumer market for smartphones. Early adopters are highly influential in consumers’ decisions of new technologies. Therefore, understanding Chinese…

3393

Abstract

Purpose

China is the world’s largest consumer market for smartphones. Early adopters are highly influential in consumers’ decisions of new technologies. Therefore, understanding Chinese early adopters’ decision making in the smartphone market is of crucial importance to smartphone companies. There is a dearth of in-depth studies on the factors affecting consumers’ repurchase intention for smartphones. The purpose of this paper is to narrow this knowledge gap by developing a new conceptual framework explaining early adopters’ repurchase intention of smartphones.

Design/methodology/approach

Using 30 face-to-face interviews with Chinese early adopters of smartphones, the authors built a new theoretical framework to explain the factors that influence their repurchase intention.

Findings

Repurchase intention of smartphones is determined by aesthetic and utilitarian product-related factors (design appeal, perceived usefulness), socio-cultural factors (subjective norms, mianzi/face considerations), and brand-related factors (brand popularity, brand’s country of origin, perceived brand quality, and brand loyalty). The emerging framework also explores the factors affecting enhancing, maintaining, and saving mianzi/face.

Originality/value

In contrast to existing technology-driven models, the study’s emerging framework shows how aesthetic, socio-cultural, and brand-related factors can offer new insights in understanding repurchase intention in a rapidly developing market. As these factors are rarely examined in the information technology and/or marketing literatures, potential knowledge contribution can be highly expected.

Details

Information Technology & People, vol. 30 no. 3
Type: Research Article
ISSN: 0959-3845

Keywords

Article
Publication date: 8 August 2008

Zhenzhong Ma

The purpose of this paper is to review the studies of personality and negotiation and argues that the relationship between personality and negotiation is worth re‐examination and…

4448

Abstract

Purpose

The purpose of this paper is to review the studies of personality and negotiation and argues that the relationship between personality and negotiation is worth re‐examination and more research attention should be devoted to this area.

Design/methodology/approach

A cognitive model of personality and negotiation is constructed by integrating cognitive and social factors into the exploration of negotiation processes. The mediating roles of negotiator cognitions are discussed within this framework and relationships between personality and three negotiator cognitions: win–lose orientation, facesaving and trusting are proposed.

Research limitations/implications

This study provides an integrative model for studying the relationship between personality, negotiator cognition, negotiation behaviors and outcomes, and thus has impotent implications for future studies on negotiation.

Practical implications

The knowledge of the relationship between personality and negotiation will help organizations use personality assessment for better decisions about selection, promotion and training for improvement in negotiation skills.

Originality/value

This study attempts a complete exploration on the framework that integrates personality factors and negotiation behavior and outcomes, and provides potential directions for future studies on personality and negotiation.

Details

Management Research News, vol. 31 no. 10
Type: Research Article
ISSN: 0140-9174

Keywords

1 – 10 of over 52000