Cross-national differences in cooperative decision-making in mixed-motive business contexts: the mediating effect of vertical and horizontal individualism

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	Cross-national differences in cooperative decision-making in mixed-motive business contexts: the mediating effect of vertical and horizontal individualism
	Chen, XP ; Li, S; X. P. Chen
摘要	Based on the institutional vs the individual view of culture and the theory of individualism-collectivism in explaining the in-group-outgoup distinction that people make in different cultures, we predicted that Chinese people would make less cooperative decisions than Australians in mixed-motive business situations in which no formal or informal sanction systems were in place. We also predicted that Chinese would be less cooperative with foreigners than with fellow Chinese when they were in a foreign territory, whereas Australians would be equally cooperative with members of both groups. Data from two cross-national experiments provided general support for these predictions. Moreover, the results of Study 2 showed that the nation effects on cooperative decision-making were mediated by individual cultural orientation on vertical and horizontal individualism. The theoretical and practical implications of these findings are discussed in the context of cross-cultural business settings.; Based on the institutional vs the individual view of culture and the theory of individualism-collectivism in explaining the in-group-outgoup distinction that people make in different cultures, we predicted that Chinese people would make less cooperative decisions than Australians in mixed-motive business situations in which no formal or informal sanction systems were in place. We also predicted that Chinese would be less cooperative with foreigners than with fellow Chinese when they were in a foreign territory, whereas Australians would be equally cooperative with members of both groups. Data from two cross-national experiments provided general support for these predictions. Moreover, the results of Study 2 showed that the nation effects on cooperative decision-making were mediated by individual cultural orientation on vertical and horizontal individualism. The theoretical and practical implications of these findings are discussed in the context of cross-cultural business settings.
关键词	cooperation culture decision-making individualism
学科领域	社会心理学
	2005-11-01
语种	英语
发表期刊	JOURNAL OF INTERNATIONAL BUSINESS STUDIES
ISSN	0047-2506
卷号	36 期号:6 页码:622-636
期刊论文类型	Article
收录类别	SSCI ; ISSHP
WOS记录号	WOS:000233145000003
引用统计	被引频次：80[WOS] [WOS记录] [WOS相关记录]
文献类型	期刊论文
条目标识符	http://ir.psych.ac.cn/handle/311026/5293
专题	中国科学院心理研究所回溯数据库(1956-2010)
通讯作者	X. P. Chen
作者单位	1.Univ Washington, Sch Business, Dept Management & Org, Seattle, WA 98195 USA 2.Chinese Acad Sci, Inst Psychol, Ctr Social & Econ Behav, Beijing, Peoples R China
推荐引用方式 GB/T 7714	Chen, XP,Li, S,X. P. Chen. Cross-national differences in cooperative decision-making in mixed-motive business contexts: the mediating effect of vertical and horizontal individualism[J]. JOURNAL OF INTERNATIONAL BUSINESS STUDIES,2005,36(6):622-636.
APA	Chen, XP,Li, S,&X. P. Chen.(2005).Cross-national differences in cooperative decision-making in mixed-motive business contexts: the mediating effect of vertical and horizontal individualism.JOURNAL OF INTERNATIONAL BUSINESS STUDIES,36(6),622-636.
MLA	Chen, XP,et al."Cross-national differences in cooperative decision-making in mixed-motive business contexts: the mediating effect of vertical and horizontal individualism".JOURNAL OF INTERNATIONAL BUSINESS STUDIES 36.6(2005):622-636.

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