A Common Stereotype Is That Players from Collectivist Societies Are

question 58

Essay

A common stereotype is that players from collectivist societies are more collaborative and trustworthy,and that those from individualist societies are more competitive and opportunistic.What do you think the relation between collectivism/individualism and opportunistic behavior is? How does the understanding of collectivism/individualism help managers?

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Definitions:

Organizational Buying Process

The problem-solving procedure the firm uses to meet its goals and objectives as it relates to making purchases.

Decision Criteria

involves the standards or benchmarks used to evaluate options and make choices, particularly in business or policy decisions.

Alternatives

Different options or choices available to consumers or decision-makers in any given scenario.

Need Awareness

The stage at which the salesperson is aware of the buyer’s needs and takes control of the situation by restating those needs to clarify the situation.