Page 243 - DMGT547_INTERNATIONAL_MARKETING

International Marketing Neha Khosla, Lovely Professional University

Notes Unit 14: Global E-Marketing and EDI

CONTENTS
Objectives

Introduction
14.1 Global Perspectives

14.2 The Pervasive Impact of Culture on Negotiation Behaviour
14.2.1 Implications for Managers and Negotiators
14.2.2 Negotiations with Interest to Customers

14.3 Cultural Differences
14.3.1 Differences in Language and Non-verbal Behaviours
14.3.2 Differences in Values

14.3.3 Differences in Thinking and Decision Making Process
14.4 The Negotiation Orientations Framework: Defining the Dimensions
14.4.1 Basic Concept of Negotiation: Distributive versus Integrative

14.4.2 Most Significant Type of Issue: Task versus Relationship
14.4.3 Selection of Negotiators: Abilities versus Status

14.4.4 Influence of Individual Aspirations: Individualist versus Collectivist
14.4.5 Internal Decision-making Process: Independent versus Majority Rule
14.4.6 Risk-Taking Propensity: Risk Averse versus Risk Tolerant

14.4.7 Basis of Trust: External to the Parties versus Internal to the Relationship
14.4.8 Concern with Protocol: Formal versus Informal

14.4.9 Style of Communication: High Context versus Low Context
14.4.10 Nature of Persuasion: Factual-Inductive versus Affective
14.4.11 Form of Agreement: Explicit Contract versus Implicit Agreement

14.5 Global E-Marketing and EDI
14.5.1 Benefits of Global E-Marketing
14.5.2 Factors influencing Strategy creation

14.5.3 Electronic Data Interchange Strategy Creation
14.6 Summary
14.7 Keywords

14.8 Review Questions
14.9 Further Readings

238 LOVELY PROFESSIONAL UNIVERSITY