Volume 20 Issue 3 of International Marketing Review, is now available via
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Table of contents follows:-
Title: Social capital and the dynamics of business negotiations between
the northern Europeans and the Chinese
Author: Rajesh Kumar; Verner Worm
Pages: 262-285
Keywords: Negotiating; China; Interaction; National Cultures; International
Business
Article Type: Survey
Content Indicators: Research - ** Practice - ** Originality - **
Readability - **
Title: Negotiation approaches: direct and indirect effect of national
culture
Author: Xiaohua Lin; Stephen J Miller
Pages: 286-303
Keywords: Negotiating; National Cultures; Usa; China; Joint Ventures
Article Type: Survey
Content Indicators: Research - ** Practice - ** Originality - **
Readability - **
Title: A comparative analysis of sales training in Europe: Implications
for international sales negotiations
Author: Sergio Román; Salvador Ruiz
Pages: 304-327
Keywords: Europe; National Cultures; Sales Training; Performance;
International Trade; Negotiating
Article Type: Survey
Content Indicators: Research - ** Practice - ** Originality - ***
Readability - **
Title: International business negotiations: Present knowledge and
direction for future research
Author: Nina Reynolds; Antonis Simintiras; Efi Vlachou
Pages: 236-261
Keywords: International Business; Negotiating; National Cultures; Research
Article Type: Survey
Content Indicators: Research - ** Practice - ** Originality - **
Readability - **
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