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Article
Publication date: 23 November 2020

Enrique Ogliastri, John Ickis and Ramiro Casó

The purpose of this study is to test the universality of the behavioral theory of negotiation developed in the United States, particularly the integrative/distributive models, and…

535

Abstract

Purpose

The purpose of this study is to test the universality of the behavioral theory of negotiation developed in the United States, particularly the integrative/distributive models, and to find negotiators' prototypes in international negotiations conducted in a Latin American country.

Design/methodology/approach

An open questionnaire was administered to a convenience sample of 104 resident foreigners (expatriates) who reported the negotiation patterns of Costa Ricans. The qualitative data were coded in 52 variables (inte-rater reliability Fleiss' Kappa K= 0.65). A total of ten variables were selected to measure distributive/integrative patterns of negotiations. Latent class analysis (LCA) uncovered the latent structure of negotiations.

Findings

(1) The distributive (70% found in the sample) and integrative (30%) negotiation models hold in this culture. (2) The incorporation of handling emotions and interpersonal orientation in the integrative model seem to be an important theoretical and practical trend.

Research limitations/implications

(1) A larger sample size is needed to compare with data from other countries of the region and the world. (2) The use of emotions and interpersonal orientation in the integrative negotiation paradigm require further investigation. As practical implications, detailed negotiation advice is offered to Costa Ricans as well as to expatriates working there.

Originality/value

To identify negotiation patterns in an understudied region of the world, the distributive/integrative models of the behavioral theory of negotiations are a key focus with which to extend the literature. There are important elements of culture within the negotiation patterns, in line with trends of an evolving paradigm of integrative crosscultural negotiations.

Objetivos

Verificar la utilidad en un contexto latinoamericano de la teoría del comportamiento en las negociaciones, particularmente los modelos distributivo e integrativo. Identificar prototipos de negociadores latinoamericanos en un contexto intercultural.

Metodología

Se recogió una muestra de conveniencia mediante un cuestionario cualitativo a 104 extranjeros que viven y negocian en Costa Rica, quienes identificaron la manera como les negocian los locales. Estas encuestas fueron codificadas para tener una base de datos cuantitativa (coeficiente entre-evaluadores Fleiss de Kappa = 0.65) de 52 variables. Se escogieron 10 variables asociadas a los modelos integrativo y distributivo de negociación. Se realizó un Análisis de Clases Latentes en los datos (LCA en inglés) para descubrir la estructura latente de las negociaciones.

Resultados

(1) Los modelos de negociación distributivo (70% encontrado en la muestra) e integrativo (30%) tienen cabida en esta cultura. (2) El modelo integrativo de negociación está asociado al manejo de emociones y la orientación interpersonal, parte de una tendencia teórica y práctica en las negociaciones interculturales.

Limitaciones/Implicaciones

(1) Se requiere ampliar la muestra, y comparar con datos de otros países de la región y del mundo. (2) Orientar un estudio teórico sobre el manejo de emociones y la orientación interpersonal en el paradigma del modelo integrativo. Como implicaciones prácticas, se presentan consejos de negociación para los costarricenses, y también para los extranjeros que trabajan en el país.

Originalidad

Reconocer los patrones de negociación en una región poco estudiada. Los modelos distributivo e integrativo de la teoría del comportamiento en las negociaciones son una base para ampliar la literatura. Añadir el manejo de emociones y la orientación interpersonal al paradigmático modelo integrativo parece marcar una tendencia teórica y práctica de la negociación intercultural.

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Case study
Publication date: 10 October 2013

Arch Woodside, Michael D. Metzger and John C. Ickis

A consulting team to an international food packaging company (SDYesBox) is attempting to decide which algorithm is the most useful for selecting two national markets in Central…

Abstract

Subject area

A consulting team to an international food packaging company (SDYesBox) is attempting to decide which algorithm is the most useful for selecting two national markets in Central America and the Caribbean. SDYesBox wants to work closely with its immediate customers – manufacturers in the dairy and food industry and their customers (retailers) – to develop and market innovative products to low-income consumers in emerging markets; the “next big opportunity for the dairy industry” according to SDYesBox.

Study level/applicability

New product development and market selection in emerging markets in Latin America.

Case overview

Five algorithms are “on the table” for assessing 14 countries by 12 performance indicators: weighted-benchmarking each country by the country leader's indicator scores; tallying by ignoring indicator weights and selecting the countries having the greatest number of positive standardized scores; applying a conjunctive and lexicographic combination algorithm; and using a “fluency metric” of how quickly consumers can say each country aloud. At least one member of the consulting team is championing one of these five algorithms. Which algorithm do you recommend? Why?

Expected learning outcomes

Learners gain skills, insights, and experience in alternative decision tools for evaluating and selecting choices among emerging markets to enter with new products for low-income (bottom of the pyramid) products ands services.

Supplementary materials

Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

Details

Emerald Emerging Markets Case Studies, vol. 3 no. 4
Type: Case Study
ISSN: 2045-0621

Keywords

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Article
Publication date: 14 October 2014

John C. Ickis, Arch G. Woodside and Enrique Ogliastri

The purpose of this paper is to provide a framework with which to understand the issues that arise in the discussion cases included in this Special Issue and explains the role of…

657

Abstract

Purpose

The purpose of this paper is to provide a framework with which to understand the issues that arise in the discussion cases included in this Special Issue and explains the role of case studies in the education of those responsible for leading organizations.

Design/methodology/approach

This paper is based upon the review of literature from a range of disciplines, all of which is relevant to executive learning; the analysis of the cases and papers in this Special Issue, and interviews with colleagues who use the case method.

Findings

The case method is useful in the education of managerial decision makers who face complex situations, but it is most effective when the cases contain certain essential ingredients and when the instructor is skilled in discussion leadership. These ingredients include the presence of a protagonist, the deep description of a problematic situation, the existence of at least two reasonable courses of action, and sufficient data to evaluate each alternative. The interactive nature of case discussions reinforces those values and behaviors that associate with civility.

Research limitations/implications

Since some of the discussion cases were in the process of completion, it was not always possible to evaluate the experience with their use in the classroom.

Practical implications

The introductory paper points to broader opportunities for the use of the case method, and for its adaptation to experiential learning, than is generally recognized in academia.

Social implications

The use of discussion cases in management schools, where future business leaders interact with professors and classmates in an environment of critical learning and respect for opinions of others, encourages behaviors of civility.

Originality/value

This introductory paper is valuable in providing a framework to integrate and make sense of the diverse topics, situations, and contexts described in the cases contained in the Special Issue.

Details

Management Decision, vol. 52 no. 9
Type: Research Article
ISSN: 0025-1747

Keywords

Available. Content available
Article
Publication date: 14 October 2014

John Ickis

307

Abstract

Details

Management Decision, vol. 52 no. 9
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 14 October 2014

María Helena Jaén, Ezequiel Reficco and Marcela Ossa

The purpose of this paper is to examine the formative potential of the case method on MBA students’ “civility” – the procedural dimension of the ethics field. While a robust…

330

Abstract

Purpose

The purpose of this paper is to examine the formative potential of the case method on MBA students’ “civility” – the procedural dimension of the ethics field. While a robust literature has focussed on the impact of teaching ethics (content) on students’ behavior, to-date no study has explored the link between the pedagogy used (method) and students behavioral dispositions.

Design/methodology/approach

A thorough theory review was conducted, covering the different pedagogy literatures that frame the discussion on the link between learning methods and ethics in general, and civic-minded behavior in particular. Drawing on relevant findings from these literatures, some implications are drawn, and tentative propositions are laid out.

Findings

The study seeks to readdress the existing imbalance between the cognitive and the formative aspects of education, placing emphasis on the latter. The paper proposes that, other things being equal, MBA programs that make intensive and systematic use of the case method will foster civility among students. Through the iterative practices embedded in the case method, students internalize a number of behavioral predispositions that form the basis of civic behavior.

Practical implications

This paper calls for an approach in managerial education that goes beyond the transmission of knowledge. In particular, the paper emphasize the importance of seeing the MBA as “little schools of democracy,” where civic-oriented inclinations can take root in future business leaders. This finding carries substantial implications for business schools and professors, in Latin America and beyond.

Originality/value

The transmission of technical knowledge has traditionally been considered the backbone of managerial education – a purely cognitive process. This paper, on the other hand, seeks to highlight the transformative potential of the MBA through the use of the appropriate learning methodologies - the case method in particular. By focussing on the concept of civility, the paper seek to go beyond the prevailing focus on content among ethics scholars and highlight the relevance of habits as a necessary first step on the shaping of civic-minded business leaders. This paper adds a much needed missing link between learning methods and civic behavior.

Details

Management Decision, vol. 52 no. 9
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 14 October 2014

Nakul Gupta, Mahadeo P. Jaiswal and Rupali Pardasani

The purpose of this paper is to help students understand how companies combine and leverage their existing knowledge capabilities in order to build strategic advantage for the…

810

Abstract

Purpose

The purpose of this paper is to help students understand how companies combine and leverage their existing knowledge capabilities in order to build strategic advantage for the company. The case also throws some light on the opportunities and challenges faced by SME's of emerging markets in going international in turbulent macroeconomic scenarios.

Design/methodology/approach

The case has been written for the purpose of teaching and class discussion. Interviews with protagonist provided the primary data and published reports and archives of the company provided the secondary data for the case.

Findings

After the class discussion, students will be able to figure out how SME's can best leverage their existing knowledge base, efficiently manage that knowledge base and accurately assess the impact of these knowledge management activities for international expansion.

Originality/value

This is among the first few cases in the area of knowledge management from the perspective of SME's in emerging markets in the fragrance and other allied industries.

Details

Management Decision, vol. 52 no. 9
Type: Research Article
ISSN: 0025-1747

Keywords

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Article
Publication date: 14 October 2014

Juan Carlos Barahona and Andrey M. Elizondo

The purpose of this paper is to illustrate a unique opportunity to analyze the implications of two different approaches to develop and deploy a national public electronic…

2218

Abstract

Purpose

The purpose of this paper is to illustrate a unique opportunity to analyze the implications of two different approaches to develop and deploy a national public electronic procurement system.

Design/methodology/approach

The authors used multiple data collection methods. The data were collected from 2009 to 2013 from primary sources, studies, consulting work, seminars, official documents and the written press. The structure includes a teaching case, a teaching note and a discussion on the potential of case research as a powerful method to elicit valuable insights and knowledge creation.

Findings

The research shows that literature on E-Procurement and E-Government is oblivious to the disruptive character of this technology in public administration. This case allows the discussion on the consequences of this omission for the success of E-Procurement implementations. Lessons drawn are extendable to other E-Government ventures.

Practical implications

Despite multiple stakeholder views and a long and difficult debate among different technical platforms, the underlying problem remains unnoticed. The authors show that decisions on E-Procurement implementations should also consider organizational design and adoption of innovation strategies. By re-framing the problem, much of the complexity of the decision disappears.

Originality/value

Many nations around the world are developing or revamping their National Public E-Procurement Systems, this parsimonious account of a complex decision allows for the exploration and discussion of the various complexities surrounding technological innovations in public management and brings light to a critical and mostly ignore success factor associated with the choice on the implementation and operational model.

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Article
Publication date: 14 October 2014

Antonio Pérez-Bennett, Pål Davidsen and Luis E. López

The purpose of this paper is to examine the use of simulators as pedagogical complements to traditional case studies. The research performs experiments with a case and its…

704

Abstract

Purpose

The purpose of this paper is to examine the use of simulators as pedagogical complements to traditional case studies. The research performs experiments with a case and its accompanying simulator to assess the additional learning attained by the use of a case with its simulator as compared to using the case alone. The paper also describes the development and proposed use of cases and simulators combined.

Design/methodology/approach

The paper describes the development of one companion simulators, it outlines its proposed use, and it shows the results of an experiment to assess marginal learning with the simulator.

Findings

The research finds that simulators increase the understanding of subjects when used to support a case study. Students and teachers perceive the use of companion simulators as valuable.

Research limitations/implications

The research provides ground for developing a new generation of case studies in which the traditional case is enhanced and augmented by simulators developed for one particular case and intended to be used only with that case.

Practical implications

This research has practical implications in how management is taught and learned.

Social implications

The paper has implications in terms of possible changes that can be introduced to the teaching of management in business schools.

Originality/value

This research provides one of the few extant assessments of the learning that can be attained with the use of simulators in management education. The research proposes the creation of a new entity, the “Case+Sim” that draws on the traditional strengths of managerial case studies to be used in educating managers, but complements the case studies with simulators, which provide an added value in permitting students to test their thinking using a realistic interactive learning environment.

Details

Management Decision, vol. 52 no. 9
Type: Research Article
ISSN: 0025-1747

Keywords

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Article
Publication date: 14 October 2014

Washika Haak-Saheem and Tamer K. Darwish

The purpose of this paper is to empirically investigate the role of knowledge management (KM) in creating a culture of learning and creativity in a non-western context. It further…

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Abstract

Purpose

The purpose of this paper is to empirically investigate the role of knowledge management (KM) in creating a culture of learning and creativity in a non-western context. It further seeks to stimulate broader empirical and theoretical discussions on this topic.

Design/methodology/approach

As little is known about KM approaches in the regional context, the qualitative approach was chosen as an appropriate method of studying this phenomenon. The openness of the qualitative method enables data collection that is not constrained by predetermined categories of analysis, and thus allows for a level of depth and detail that quantitative methods cannot provide. The empirical investigation is based on semi-structured interviews and conducted in the KM department of Dubai Municipality.

Findings

Results indicate that the impact of KM on organisational learning (OL) is below expectations. Written official statements or policies are not sufficient to enforce learning and creativity. Notably, institutional changes at the extreme produce conditions that might reduce the rate of OL. The role of KM is to develop context-specific strategies to embrace learning and creativity.

Research limitations/implications

The developmental process as it unfolds in Dubai has hardly been addressed by academics. However, because of the absence of research related to the regional context in general and KM and OL in particular the authors recommend future researchers to explore the impact of institutional settings on managing knowledge and learning. Researchers can identify in this regard the complexity of an emerging economy and attempt to develop a more fine-tuned understanding of its relationship to KM and OL.

Practical implications

In light of the institutional structures, the findings on KM and OL provide managers guidance in making decisions under extremely uncertain institutional settings.

Originality/value

KM and OL have been discussed within organisational and management research; however, the majority of these studies adopt a western-based perspective. This paper contributes to the understanding of the relationship between KM and OL in an emerging market setting, which has so far received insufficient attention.

Details

Management Decision, vol. 52 no. 9
Type: Research Article
ISSN: 0025-1747

Keywords

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Article
Publication date: 14 October 2014

Esteban R. Brenes, Amitava Chattopadyay, Luciano Ciravegna and Daniel Montoya

This case illustrates the challenges that Pollo Campero, a Guatemalan fast food company, faces when expanding in the US market. The purpose of this paper is to stimulate a…

502

Abstract

Purpose

This case illustrates the challenges that Pollo Campero, a Guatemalan fast food company, faces when expanding in the US market. The purpose of this paper is to stimulate a discussion about consumer segmentation, competitive strategy and the internationalization of emerging market multinationals.

Design/methodology/approach

The case study is based on primary research conducted in conjunction with the company, including interviews with senior management and an ample review of documents. Secondary sources have been used to gather information about the industry, the US market and consumer segments.

Findings

The case illustrates that Pollo Campero was initially very successful in the US market because it appealed to consumers of Central American origin. It found it harder to appeal to a broader range of US consumers, who had no emotional attachment to the brand.

Originality/value

This is a complex, in-depth case study suitable for use with advanced MBA students and practitioners. Depending on the aims of the instructor, different aspects of the case can be highlighted and it can be used in a competitive strategy class as well as in a corporate strategy class or a strategic marketing course. It can be used in a class focussing on brand, positioning and consumer segmentation, a class on competitive strategy in the fast food industry, or a class on the international strategy of emerging market multinationals.

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