Do Social Stereotypes Interfere In Business Negotiations (Published)
Does an oversimplified idea about a person interfere in the business negotiation process? In this article, we addressed that puzzling question through a t-test of N=300 Brazilian business negotiations, aiming to provide scholars with a new perspective on business negotiations. We conducted an experiment dividing ten negotiation training sessions into two groups: m1 and m2, with 150 negotiations each group, totaling 600 participants. An independent-samples T-Test was applied to the collected data. Key findings pointed out a statistical significance on the alternate hypothesis, meaning that stereotypes interfere in the business negotiation process. Finally, the implications of these findings for managerial practice are discussed.
Keywords: Business, Negotiation., stereotypes
Comparative Analysis of Business and Consumer Buying Behaviour and Decisions: Opportunities and Challenges in Nigeria (Published)
Business markets and consumer markets are alike in some key ways. For example, both include people in buying roles whose purchased decision is to satisfy needs. But business markets also differ in many ways from consumer markets. For one thing, the business market is enormous, far larger than the consumer market. Within Nigeria and other sub-Saharan African countries the business market includes more than 13 million organizations that annually, purchased trillions of Naira worth of goods and services. This paper also focused on the traditional tools and techniques employed in the marketing of goods and services to the business sector. Attempt was made to draw attention on the major differences between consumer and business markets – dissimilarities that, while using the same basic marketing tools and techniques, spelled the difference between success and failure in the contemporary business marketing environments.
Keywords: Business, Buying Behaviour, Challenges, Comparative Analysis, Consumer, Nigeria, opportunities