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

• Published in: Journal of international business studies Vol. 32; no. 4; pp. 873 - 893
• Main Authors: Marshall, R. Scott, Boush, David M.
• Format: Journal Article
• Language: English
• Published: Basingstoke Academy of International Business, Copenhagen Business School, Copenhagen Denmark, and the McDonough School of Business, Georgetown University 01.01.2001; Palgrave Macmillan
• Series: Journal 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
• DOI: 10.1057/palgrave.jibs.8490998
• ISSN: 0047-2506

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.