Dynamic Decision-Making: A Cross-Cultural Comparison of U.S. and Peruvian Export Managers

Export managers from the U.S. and Peru completed a survey designed to measure cooperative decisions during a sequence of three simulated interactions with business partners. During the initial stage of the relationship the decisions of Peruvian export managers reflect less trust than do those of the...

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Bibliographic Details
Published inJournal of international business studies Vol. 32; no. 4; pp. 873 - 893
Main Authors Marshall, R. Scott, Boush, David M.
Format Journal Article
LanguageEnglish
Published Basingstoke Academy of International Business, Copenhagen Business School, Copenhagen Denmark, and the McDonough School of Business, Georgetown University 01.01.2001
Palgrave Macmillan
SeriesJournal of International Business Studies
Subjects
Alliances
Behavior
Business studies
Cheating
Cognition
Comparative analysis
Cooperation
Corporate culture
Cross cultural studies
Cross-cultural analysis
Cultural differences
Decision making
Electronic commerce
Export managers
Exporters
Exports
Importers
International cooperation
International economic cooperation
Managers
Mathematical minima
Opportunistic behavior
Partnering
Perceptions
Peru
Sales territories
Statistical analysis
Studies
U.S.A
United States > US
Peru
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Summary:Export managers from the U.S. and Peru completed a survey designed to measure cooperative decisions during a sequence of three simulated interactions with business partners. During the initial stage of the relationship the decisions of Peruvian export managers reflect less trust than do those of their U.S. counterparts. During the second stage Peruvian exporters respond differently to weak cheating. Results generally are consistent with cultural differences in attitudes toward in-group v. out-group members. However, the influence of cultural differences gradually erodes in favor of personal characteristics and relationship-specific history, suggesting that cultural differences between business partners decline in importance as they get to know each other.
Bibliography:ObjectType-Article-2
SourceType-Scholarly Journals-1
ObjectType-Feature-1
content type line 23
ISSN:0047-2506
1478-6990
DOI:10.1057/palgrave.jibs.8490998