Papers by Mahesh Shankarmahesh
International Journal of Cross Cultural Management, 2007
Empirical work systematically comparing variations across a range of countries is scarce. A compr... more Empirical work systematically comparing variations across a range of countries is scarce. A comprehensive framework having the potential to yield comparable information across countries on 12 negotiating tendencies was proposed more than 20 years ago by Weiss and Stripp; however, the framework was never operationalized or empirically tested. A review of the negotiation and cross cultural research that have accumulated over the last two decades led to refinements in the definition of the dimensions in the framework. We operationalized four dimensions in the Negotiation Orientations Framework and developed the Negotiation Orientations Inventory (NOI) to assess individual orientations on those four dimensions. Data were collected from a sample of 1000 business people and university students with business experience from Finland, Mexico, Turkey, and the United States. Results are presented and further scale development is discussed. Findings establish the utility of the dimensions in the framework in making comparisons between the four countries.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2015
Journal of World Business, 2006
In this era of increased global cooperation, a growing number of negotiators conduct business in ... more In this era of increased global cooperation, a growing number of negotiators conduct business in multiple countries and, therefore, need access to a systematic comparison of negotiating tendencies across a wide range of countries. Empirical work systematically comparing variations across a range of cultures is scarce. A comparative analysis of negotiating tendencies in five countries is presented. This study establishes the utility of the [Salacuse, J. (1998) Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3): 221-235] framework in identifying country differences across five countries, representing five cultural clusters. Significant differences in negotiation orientations both between and within cultures were revealed at a level of complexity not found in previous empirical studies.
Industrial Marketing Management, 2005
... 1979, Winter, Cost benefit/profit to develop patterns of marketing mix, Cluster analysis or m... more ... 1979, Winter, Cost benefit/profit to develop patterns of marketing mix, Cluster analysis or matrix, ... to which matrix, the BCG or DPM, is the most appropriate for marketing strategy considerations ... For example, ITES has been an evolving export product category for India (non-dominant ...
International Business Review, 1999
This study compares the moral philosophies, ethical perceptions and corporate ethical values of A... more This study compares the moral philosophies, ethical perceptions and corporate ethical values of American and Middle-Eastern marketers. Hypotheses are developed on the basis of their respective national and organizational cultures. Using a sample of marketing ...
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Papers by Mahesh Shankarmahesh