Non-face-to face international business negotiation: how is national culture reflected in this medium

J.M. Ulijn; A. Lincke; Y. Karakaya

doi:10.1109/47.925516

IEEE Transactions on Professional Communication Jun 2001 Open Access

Non-face-to face international business negotiation: how is national culture reflected in this medium

J.M. Ulijn Eindhoven University of Technology ; A. Lincke ; Y. Karakaya

Abstract

With the globalization of the world economy, it is imperative that managers, both present and future, be sensitive to differences in intercultural business communication. In particular, the context of global electronic commerce leads to an increasing use of email in negotiating deals, which to this point has been carried out almost exclusively via face-to-face (FTF) or other high-feedback media (e.g., telephone) but not of non-FTF media. This study, involving 20 participants, uses speech act theory and psycholinguistic analysis to explore the effects of culture on non-FTF communication.

Journal: IEEE Transactions on Professional Communication
Published: 2001-06-01
DOI: 10.1109/47.925516
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Open Access: OA PDF Green
Topics: discourse analysis professional writing
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Non-face-to face international business negotiation: how is national culture reflected in this medium

Abstract

Citation Context

Cited by in this index (7)

Cites in this index (2)

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