The impact of cultural differences on buyer–supplier negotiations: An experimental study

In today's global economy, an ever‐increasing number of companies are dealing with international partners, instigating a need to understand the impact of cultural differences on business interactions. Using Hall's distinction of high‐ and low‐context culture, this study investigates the direct and moderating effects of cultural differences in dyadic buyer–supplier negotiations. Theory is developed regarding the impact of culture on joint...