Cross Cultural Management: An International Journal: Volume 12 Issue 3

Introductory essay: new horizons in cross cultural management

Yunxia Zhu, Jan Ulijn

In this special issue, we present a research forum on current issues in cross cultural management in New Zealand, Australia and the Asian‐Pacific Region. Our theme is new horizons…

Cultural impact on investment destination choice of US‐multinational corporations in Australia

Clare D’Souza, Roman Peretiatko

Theories frequently used by researchers’ only offer limited insight, they do not explain why some multinationals continue to invest in some countries despite being rated low on…

Cross‐cultural differences in consumer decision‐making styles

Cheryl Leo, Rebekah Bennett, Charmine E.J. Härtel

This article compares consumer decision‐making styles between Singaporeans and Australians. Utilising Hofstede’s framework, the paper argues that cultural dimensions influence…

Building business relationships: a preliminary study of business executives’ views

Yunxia Zhu, Ravi Bhat, Pieter Nel

Business is about building relationships and hence relationship building is becoming increasingly important for cross‐cultural management. Current research findings in this area…

Chinese negotiation practice: a perspective from New Zealand exporters

Anna Stark, Kim‐Shyan Fam, David S. Waller, Zhilong Tian

Negotiation is crucial to business alliances, but this process can become more complicated if there are language barriers and differences in cultural values, customs, and…

Patterns of feelings in face‐to‐face negotiation: a Sino‐Dutch pilot study

Jan Ulijn, Anne Françoise Rutkowski, Rajesh Kumar, Yunxia Zhu

We conducted a pilot study to compare the emotions experienced by Dutch and Chinese students during a face‐to‐face negotiation role play. Emotions play an important role in…