The impact of cultural differences on buyer–supplier negotiations: An experimental study

摘要: Abstract In today's global economy, an ever-increasing number of companies are dealing with international partners, instigating a need to understand the impact cultural differences on business interactions. Using Hall's distinction high- and low-context culture, this study investigates direct moderating effects in dyadic buyer–supplier negotiations. Theory is developed regarding culture joint profits, juxtaposing Transaction Cost Economics Relational View. The theory tested negotiation experiment. Participants, classified by their country origin, negotiate prices quality levels for three products. This finds that within dyad reduce profits when compared dyads participants similar backgrounds. Cultural also moderate trust bargaining strategy profits. Overall, concludes differences, as encountered day-to-day interactions supply chains, significantly outcomes.