Antonis Simintiras's International Marketing Review, Volume 20, Number 3, 2003, PDF

By Antonis Simintiras

ISBN-10: 0861768329

ISBN-13: 9780861768325

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9-19. Jobber, D. and Simpson, P. (1988), “A citation analysis of selected marketing journals”, International Journal of Research in Marketing, Vol. 5 No. 2, pp. 137-42. H. W. (1992), “Understanding the domain of cross-national buyer-seller interactions”, Journal of International Business Studies, Vol. 23 No. 1, pp. 101-32. Kashlak, R. (1998), “Establishing financial targets for joint ventures in emerging countries: a conceptual model”, Journal of International Management, Vol. 4, pp. 241-58. S.

Interconnections among actors are vital to the negotiation process for a number of different reasons. First, interconnections amplify the possibilities of value creation by maximizing the number of linkages among actors. Second, interconnections also limit the scope for potential conflict in the value creation process by maximizing the presence of a number of potential intermediaries. Although analytically independent, the Social capital 265 IMR 20,3 266 three dimensions alluded to above have the potential for mutually reinforcing each other.

35). Personal relationships affect the motivation and commitment of the actors to work together for mutual gain; they facilitate clear, accurate, and timely communication; and they minimize the strategic dilemma of focusing on the short run as opposed to focusing on the long run. The structural dimension of social capital highlights the pattern of connections among actors. Interconnections among actors are conceptualized in terms of measures like density, centrality, and hierarchy (Burt, 1992).

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International Marketing Review, Volume 20, Number 3, 2003, International business negotiations by Antonis Simintiras


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