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    Marketing international : marchés, cultures et organisations

    Prime, Nathalie
    • Article
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    Why teams achieve higher negotiation profits than individuals: the mediating role of deceptive tactics

    Aykac, Tayfun, Wilken, Robert, Jacob, Frank, Prime, Nathalie
    Journal of Business & Industrial Marketing, 02 May 2017, Vol.32(4), pp.567-579 [Revue évaluée par les pairs]
    Emerald Insight Journals (Emerald Group), Emerald Management (Emerald Group)
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    Titre: Why teams achieve higher negotiation profits than individuals: the mediating role of deceptive tactics
    Auteur: Aykac, Tayfun; Wilken, Robert; Jacob, Frank; Prime, Nathalie
    Sujet: Deception By Commission ; Deception By Omission ; Deceptive Negotiation Tactics ; Individual Negotiator ; Negotiation Profit ; Negotiation Team ; Business
    Description: Purpose This study aims to investigate the use of deceptive negotiation tactics to explain why teams can attain higher negotiation profits than individual negotiators. The study distinguishes deception by commission (i.e. active misrepresentation of preferences) from deception by omission (i.e. passive misrepresentation of preferences). Design/methodology/approach The sample used to test the mediation hypothesis was made up of data from two electronically mediated negotiation simulations encompassing 75 negotiation dyads with 278 participants. The methodology involved coding deceptive negotiation tactics from the log files by counting utterances related to indifference options that enabled negotiation parties to deceive. Findings The results show that teams do apply deceptive negotiation tactics more frequently than individual negotiators and that this behavior helps them increase their negotiation profits. Originality/value The findings are valuable for two reasons. First,...
    Fait partie de: Journal of Business & Industrial Marketing, 02 May 2017, Vol.32(4), pp.567-579
    Identifiant: 0885-8624 (ISSN); 2052-1189 (E-ISSN); 10.1108/JBIM-10-2015-0179 (DOI)

    • Plusieurs versions

    The ambiguous role of cultural moderators in intercultural business negotiations

    Wilken, Robert, Jacob, Frank, Prime, Nathalie
    International Business Review, August 2013, Vol.22(4), pp.736-753 [Revue évaluée par les pairs]

    • Plusieurs versions

    Can outnumbered negotiators succeed? The case of intercultural business negotiations

    Dinkevych, Elena, Wilken, Robert, Aykac, Tayfun, Jacob, Frank, Prime, Nathalie
    International Business Review, June 2017, Vol.26(3), pp.592-603 [Revue évaluée par les pairs]

    • Plusieurs versions

    Psychic distance in exporter–importer relationships: A grounded theory approach

    Prime, Nathalie, Obadia, Claude, Vida, Irena
    International Business Review, 2009, Vol.18(2), pp.184-198 [Revue évaluée par les pairs]

    • Plusieurs versions

    How Multinational Banks in India Gain Legitimacy: Organisational Practices and Resources Required for Implementation

    Caussat, Paul, Prime, Nathalie, Wilken, Robert
    Management International Review, 2019, Vol.59(4), pp.561-591 [Revue évaluée par les pairs]

    • Article
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    Business distance and global retailing: a model for analysis of key success failure factors

    Dupuis, Marc, Prime, Nathalie
    International Journal of Retail & Distribution Management, 01 December 1996, Vol.24(11), pp.30-38 [Revue évaluée par les pairs]
    Emerald Insight Journals (Emerald Group), Emerald Management (Emerald Group)
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    Titre: Business distance and global retailing: a model for analysis of key success failure factors
    Auteur: Dupuis, Marc; Prime, Nathalie
    Sujet: Company Failures ; Models ; Retailing ; Success ; Business
    Description: Proposes a preliminary model of analysis of the key success and failure factors in retail internationalization. Indicates that a business distance between the domestic and target markets is creating a "prism effect" on the original competitive advantages. Gives the examples of the internationalization of French hypermarket in the USA (failure) and in Asia (success) as illustrations. Outlines future research directions and managerial implications.
    Fait partie de: International Journal of Retail & Distribution Management, 01 December 1996, Vol.24(11), pp.30-38
    Identifiant: 0959-0552 (ISSN); 1758-6690 (E-ISSN); 10.1108/09590559610131709 (DOI)

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    Rainwater harvesting, alternative to the water supply in Indian urban areas : The case of Ahmedabad in Gujarat

    Amiraly, Akil, Prime, Nathalie, Singh, J
    IDEAS Working Paper Series from RePEc, 2004
    © ProQuest LLC All rights reserved, ABI/INFORM Global, ABI/INFORM Global (Alumni edition), Publicly Available Content Database, ABI/INFORM Complete, ProQuest Central, ABI/INFORM Collection (Alumni edition), ProQuest Business Collection, Business Premium Collection, Business Premium Collection (Alumni edition), ProQuest Central (new), ProQuest Central Korea, ProQuest Central Essentials, ProQuest One Academic
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    Titre: Rainwater harvesting, alternative to the water supply in Indian urban areas : The case of Ahmedabad in Gujarat
    Auteur: Amiraly, Akil; Prime, Nathalie; Singh, J
    Sujet: Ideas.Repec.Org/P/Hal/Journl/Halshs-00138830.Html
    Description: Water scarcity is a characteristic of north-western states of India, such as Gujarat. Over time, the continuous increase of the population as well as the financial, administrative and technical deficiencies of the new supply system have lead to the deterioration of the water service in the city. In the meantime, the water demand has considerably increased due to the improvement of standards of living. This has resulted in an increasing pressure on underground water resources, which has lead to an alarming depletion of aquifers. From this overall situation arises the question of the use of complementary alternative sources of water in Ahmedabad and more particularly of the rehabilitation of the rainwater harvesting structures still existing in its old city area. The objective of the research is to evaluate to what extent this traditional system may constitute an additional source of water within the Old city of Ahmedabad and may locally reduce the pressure on water demand, assuming that...
    Fait partie de: IDEAS Working Paper Series from RePEc, 2004

    • Article
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    Rainwater Harvesting, Alternative to the Water supply in Indian Urban Areas : the Case of Ahmedabad in Gujarat

    Amiraly, Akil, Prime, Nathalie, Singh, Joginder
    IDEAS Working Paper Series from RePEc, 2004
    © ProQuest LLC All rights reserved, ABI/INFORM Global, ABI/INFORM Global (Alumni edition), Publicly Available Content Database, ABI/INFORM Complete, ProQuest Central, ABI/INFORM Collection (Alumni edition), ProQuest Business Collection, Business Premium Collection, Business Premium Collection (Alumni edition), ProQuest Central (new), ProQuest Central Korea, ProQuest Central Essentials, ProQuest One Academic
    Disponible
    Plus…
    Titre: Rainwater Harvesting, Alternative to the Water supply in Indian Urban Areas : the Case of Ahmedabad in Gujarat
    Auteur: Amiraly, Akil; Prime, Nathalie; Singh, Joginder
    Sujet: Ideas.Repec.Org/P/Hal/Journl/Hal-00262699.Html
    Fait partie de: IDEAS Working Paper Series from RePEc, 2004