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  • 1
    Electronic Resource
    Electronic Resource
    Study Note: Determinants of Internationalization of Franchise Operations by US Franchisors (1994)
    Bingley : Emerald
    International marketing review 11 (1994), S. 56-68 
    Details
    ISSN: 0265-1335
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Examines some of the factors that lead to internationalization offranchising operations. Data were collected from 142 US franchisors andsubjected to discriminant and factorial analysis. Managerial attitudestowards a desire to expand and desire to increase profits were found tohave a greater effect on the likelihood of internationalizing franchiseoperations than did firm size and sales and other managerial attitudes.While the results of this study differ from studies which examined entryinto export operations, they are consistent with the assumptions whichunderlie the selection of franchising as an organizational form.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/02651339410069254
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    Paper (German National Licenses)
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  • 2
    Electronic Resource
    Electronic Resource
    The impact of national culture on negotiating behaviors across borders (1996)
    Springer
    International journal of value-based management 9 (1996), S. 45-61 
    Details
    ISSN: 1572-8528
    Keywords: culture ; competitiveness ; negotiation
    Source: Springer Online Journal Archives 1860-2000
    Topics: Economics
    Notes: Abstract Recent declines in American competitiveness and the increasing globalization of American business underscore the importance of one's culturally-based negotiating ability in international business transactions. This paper examines the impact of cultural dimensions on negotiating effectiveness on three levels: the role of a single dimension of culture, the interactive effects between multiple dimensions of culture, and the degree of cultural compatibility between negotiating parties. Two existing models of negotiation are integrated, outlining the critical importance of culture in each stage of effective international business negotiations. The integrated model is then applied to the cultures of eleven nations. Propositions and suggestions for future research are provided.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1007/BF00420507
    Library Location Call Number Volume/Issue/Year Availability
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    Paper (German National Licenses)
    Fulltext
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