Business Transformation and Innovation Management
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Keywords
- China (2)
- Standardisierung (2)
- Standardization (2)
- Business-to-Business-Marketing (1)
- Electromobility (1)
- Elektrofahrzeug (1)
- Elektromobilität (1)
- Escalation of commitment (1)
- Fragebogen (1)
- Framing (1)
Year of publication
- 2018 (5) (remove)
Document Type
- Article (2)
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Language
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China is taking on a new role in international trade. One of the most prominent events highlighting this new role has been the speech of Xi Jinping, the president of the Peoples Republic in China (PRC), at the World Economic Forum (WEF) in 2017. His speech has become famous as pro-globalization speech. It contrasted with the anti-globalization tendency proclaimed throughout the US president’s election campaign, who had assumed office shortly after the speech at the 2017 WEF.
This book analyses why Chinese technology standards deviate from international standards. The research it contains is based on four periods of field research in Beijing that involved 70 expert interviews. The data gathered throughout these interviews resulted in a detailed case study on the Chinese standardisation system and particularly the electric vehicle sector. The book’s application of complexity theory shows that the evolvement of deviating standards is a substantial component in the development of the Chinese standardisation system. This is further explained by its use of a ‘Three Phase Standardisation Development Concept’. This book fills a gap in existing research, especially because it focuses on a developing country with a standardisation system that is in transition.
The Influence of Culture and Framing on Investment Decision-Making: The Case of Vietnam and Germany
(2018)
Abstract
Purpose
Cultural studies in business and economics research are still limited to particular cultures. Knowledge on cultural differences may help international corporations to adapt management practices according to the markets they are operating in. The purpose of this paper is to study the issue of escalation of commitment and framing in a new cultural setting involving Germany and Vietnam. This setting is unique and particularly interesting, for Germany being the biggest European market and Vietnam being one of the fastest growing emerging markets in Asia.
Design/methodology/approach
The authors use a lab experiment with student participants from Germany and Vietnam.
Findings
In a 2×2 in between-experiment, the authors find strong support that Vietnamese participants have a stronger tendency to invest additional resources and evidence that negatively framed information leads to the higher escalation of commitment. Implications are discussed.
Originality/value
The unique empirical comparison is important because differences between other western and eastern countries do not necessarily generalize to the setting.
Today, buying and selling in B2B needs improved methods. A classical approach is to analyse the so called “Buying Centre”. This article shows an improved, more comprehensive approach to be better prepared ahead of a negotiation. This is seen from the sales engineer’s viewpoint and should be a helpful tool for anyone involved in sales. In the first paragraph, this article briefly describes the sales/buying process, showing what is happening in the supplying company. Part of
the preparation of a sales person is to identify the player in the buying centre. The meaning of these players is described in Section 2. Section 3 of this article focuses on the lack of information if only the buying centre is analysed and gives examples. The 4th section shows the method of improved analysis of negotiation preparation.