Reflections on Frank Jacob’s Contributions to the Literature on Intercultural Business Negotiations

Robert Wilken () and Nathalie Prime ()
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Robert Wilken: ESCP Business School
Nathalie Prime: ESCP Business School

A chapter in Serving the Customer, 2023, pp 109-141 from Springer

Abstract: Abstract Having published three papers on intercultural business negotiations in cooperation with Frank Jacob, the authors of this paper summarize the main findings of these studies and systematize and reflect on the reception this research has generated in the scientific community. The analysis shows that Frank Jacob’s work on intercultural business negotiations empathized with the context of the study and its central empirical findings. However, quite a few citations go beyond this by referring to substantive and methodological details. Thus, the overall picture of reception is quite multifaceted and diverse. Research limitations spelled out in the three papers have not yet been addressed in other studies but are still relevant—this observation points toward tremendous research opportunities in the field of intercultural business negotiations in the future.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-39072-3_5

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DOI: 10.1007/978-3-658-39072-3_5

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