Face, favour and positioning – a Chinese power game

Multivariate Data Analysis.

1973 • 36,964 citations

Culture's Consequences: International Differences in Work-Related Values.

1983 • 15,314 citations

Getting to Yes: Negotiating Agreement Without Giving in

1987 • 3,642 citations

On Face-Work

1955 • 2,554 citations

Face and Favor: The Chinese Power Game

1987 • 2,053 citations

The Spirit of Chinese Capitalism

1995 • 1,460 citations

Porter's (1980) Generic Strategies as Determinants of Strategic Group Membership and Organizational Performance.

1984 • 1,349 citations

Guanxi Versus the Market: Ethics and Efficiency

1999 • 569 citations

Chinese Cultural Values: Their Dimensions and Marketing Implications

1988 • 519 citations

Global Marketing Management

1989 • 437 citations

Environment, Generic Strategies, and Performance in a Rapidly Developing Country: A Taxonomic Approach

1988 • 391 citations

Corruption, Development and Underdevelopment

1990 • 318 citations

Untitled

1999 • 214 citations

International relationship marketing ‐ The importance of psychic distance

2000 • 194 citations

Buyer-Seller Negotiations Around the Pacific Rim: Differences in Fundamental Exchange Processes

1988 • 187 citations

The difference between Chinese and Western negotiations

1998 • 144 citations

A study of Hong Kong Businessmen's perceptions of the role ?Guanxi? in the People's Republic of China

1996 • 111 citations

Generic marketing strategies

1992 • 106 citations

Cluster Analysis for Market Segmentation

1980 • 93 citations

Consumer Behaviour in China: Customer Satisfaction and Cultural Values

1994 • 88 citations

The Role of Guanxi in Negotiations in the Pacific Basin

1990 • 77 citations

Negotiation in the People's Republic of China: Results of a Survey of Small Businesses in Hong Kong

1995 • 69 citations

Negotiation as a Psychological Process

1977 • 61 citations

The United States and Japan

1965 • 37 citations

Studies in Chinese Personality: A Critical Review

1982 • 34 citations

The essence of negotiation

1995 • 23 citations

Research on Joint Ventures in China

1996 • 14 citations

Influences on Sino-Western joint venture negotiations

1990 • 9 citations

The Possibilities and Limits of Team Training in South East Asia

1990 • 5 citations

The business guide to China

1996 • 5 citations

Deleted Work

1955 • 0 citations