Template-Type: ReDIF-Article 1.0
Author-Name: Alexandre Bachkirov
Author-Name-First: Alexandre
Author-Name-Last: Bachkirov
Author-Email: alexbach@squ.edu.om
Author-Workplace-Name: Sultan Qaboos University
Title: What do business managers value when they negotiate? Empirical evidence from the Arabian Gulf
Abstract: Social psychological outcomes subjectively valued by Middle Eastern Arab business negotiators were explored through a qualitative interview-based study. Participants included 15 business managers from various organizations in the Muscat metropolitan area of Oman for whom negotiation constitutes an essential part of the job. The semi-structured format of the interviews ensured consistency and flexibility in the data collection. Analysis of the narratives showed that the subjective value structure includes the following components: balance and moderation, concern for the negotiation outcomes of the counterpart, the motivation to create a win-win situation, honesty, patience, trust and trustworthiness. Managerial implications for the practice of cross-cultural negotiations are discussed.
Classification-JEL: M16
Keywords: negotiation, social psychological outcomes, subjective value, honesty, patience, trust
Journal: International Journal of Business and Management
Pages: 1-11
Volume: 3
Issue: 3
Year: 2015
Month: August
File-URL: https://iises.net/international-journal-of-business-management/publication-detail-166
File-URL: https://iises.net/international-journal-of-business-management/publication-detail-166?download=1
Handle: RePEc:sek:jijobm:v:3:y:2015:i:3:p:1-11
Template-Type: ReDIF-Article 1.0
Author-Name: Malwina Berger
Author-Name-First: Malwina
Author-Name-Last: Berger
Author-Email: malwina.berger@ue.katowice.pl
Author-Workplace-Name: University of Economics in Katowice
Title: Complaint management on the polish financial market ? the dimensions of customer evaluation
Abstract: Justice theory appears to be dominant theoretical framework applied to complaint handling. A three-dimensional view of the concept of justice has evolved over time to include distributive justice (dealing with decision outcomes), procedural justice (dealing with decision-making procedures), and interactional justice (dealing with interpersonal behavior in the enactment of procedures and delivery of outcomes). However, a few recent studies analyze the impact of perceived justice which include informational justice (adequacy and truthfulness of information delivered to a customer) as an independent variable. Also, a lack of consistency, among some of the categories falling within particular justice, can be observed. Perceived justice concept has not been tested yet with regard to concentrated service sectors and business reality of post-communist European countries. As a result this paper aims at verifying the extent to which perceived justice is multidimensional from a perspective of financial institutes? clients in Poland. The research was conducted on the sample of 400 customers. There is a support to use a four-dimension model. There were some new constructs found, which enrich measures of justice, e.g.: providing the client with the possibility of choosing compensation, a single-person complaint handling, the competence of the personnel. The results are interpreted in relation to other research related to this issue and prior own qualitative study. 
Classification-JEL: 
Keywords: Complaint, justice theory, multidimensionality of complaint management, financial market, Poland
Journal: International Journal of Business and Management
Pages: 12-21
Volume: 3
Issue: 3
Year: 2015
Month: August
File-URL: https://iises.net/international-journal-of-business-management/publication-detail-123
File-URL: https://iises.net/international-journal-of-business-management/publication-detail-123?download=2
Handle: RePEc:sek:jijobm:v:3:y:2015:i:3:p:12-21
Template-Type: ReDIF-Article 1.0
Author-Name: Eduard Marinov
Author-Name-First: Eduard
Author-Name-Last: Marinov
Author-Email: eddie.marinov@gmail.com
Author-Workplace-Name: Economic Research Institute at BAS
Title: Economic Determinants of Regional Integration in Developing Counties
Abstract: Regional integration is often viewed as a way to support development and economic growth in developing countries through the related with it benefits to trade and welfare. Economic integration theory goes through two development stages each of which addresses the political and economic context relevant for its time. The first stage is regarded as classic theory or static analysis and includes the traditional theories of economic integration that explain the possible benefits of integration. The second stage includes the new economic integration theories that are often referred to as dynamic analysis of economic arrangements. Besides these two, there is a third type of integration theories that deals with the effects, benefits and constrains of the economic integration arrangements of developing and least developed countries because in most cases, theories of economic integration and its benefits ? of dynamic ones, but even more of static ones, are not fully applicable to integration agreements among developing and least developed countries. The current paper tries to come up with a conclusion on what parts of classic and new integration are applicable to the integration arrangement among developing countries and tries to summarize these theories in three main groups ? general economic, market-related and trade-related factors and effects.
Classification-JEL: F02, F15
Keywords: Economic Integration Theory, Developing Countries Integration
Journal: International Journal of Business and Management
Pages: 22-39
Volume: 3
Issue: 3
Year: 2015
Month: August
File-URL: https://iises.net/international-journal-of-business-management/publication-detail-164
File-URL: https://iises.net/international-journal-of-business-management/publication-detail-164?download=3
Handle: RePEc:sek:jijobm:v:3:y:2015:i:3:p:22-39
Template-Type: ReDIF-Article 1.0
Author-Name: Arno Radermacher
Author-Name-First: Arno
Author-Name-Last: Radermacher
Author-Email: Radermacher-Family@t-online.de
Author-Workplace-Name: Tomá?-Bat?a-University, Zlin
Title: Remuneration models in outsourcing services
Abstract: Remuneration models within the outsourcing business are almost used as accounting tools only. The lowest price is quite often the most relevant decision criterion. But the structures of these models have a significant regulating influence on the respective service. In the present paper different approaches to service billing and their impact on the services in outsourcing itself are considered. With the aid of approaches from principal-agent and transaction cost theories optimized remuneration models for different strategic objectives of the outsourcing company will be developed. In particular, the dependence of the optimal remuneration upon the cost structure of the service provider is proven.
Classification-JEL: M52, J33
Keywords: outsourcing, remuneration, salary, principal-agent
Journal: International Journal of Business and Management
Pages: 40-57
Volume: 3
Issue: 3
Year: 2015
Month: August
File-URL: https://iises.net/international-journal-of-business-management/publication-detail-151
File-URL: https://iises.net/international-journal-of-business-management/publication-detail-151?download=4
Handle: RePEc:sek:jijobm:v:3:y:2015:i:3:p:40-57
Template-Type: ReDIF-Article 1.0
Author-Name: Ana Rodrigues
Author-Name-First: Ana
Author-Name-Last: Rodrigues
Author-Email: anarodri@utad.pt
Author-Workplace-Name: University of Trás-os-Montes and Alto Douro
Author-Name: Patrícia António
Author-Name-First: Patrícia
Author-Name-Last: António
Author-Email: pantonio@utad.pt
Author-Workplace-Name: University of Trás-os-Montes and Alto Douro
Author-Name: Ana Cantante
Author-Name-First: Ana
Author-Name-Last: Cantante
Author-Email: acordeiro@utad.pt
Author-Workplace-Name: University of Trás-os-Montes and Alto Douro
Author-Name: Alberto Baptista
Author-Name-First: Alberto
Author-Name-Last: Baptista
Author-Email: abaptist@utad.pt
Author-Workplace-Name: University of Trás-os-Montes and Alto Douro
Title: Qualification and quality in the third sector: Experiences in two Portuguese regions 
Abstract: In most industrialized countries the 3rd sector has shown a significant growth, both in the number of organisations, and in the number and diversity of its intervention areas, which has allowed a greater visibility of the activities and services that it provides. In Portugal, there is a lack of national data on the way the organisations of this sector operate due to its heterogeneity in terms of juridical forms and organisational structures. The reality of the Portuguese third sector is characterized by a diversity of organisational models. There is a set of problems linked to the management and internal functioning of the organisations that form the third sector, which reduces the efficiency and the provision of quality services. The weaknesses of the sector may be tackled with a qualification support programme that promotes the development of skills in the third sector organisations, improving their performance quality and contributing to its sustainability.The Project ?Qualifying the 3rd sector? (Q3)  is an intervention methodology for organizations in this sector, which seeks to develop individual skills, improving the quality of its provision and management effectiveness through participated and supported consulting and training processes. This project acts in the North, Centre, Alentejo and Algarve regions, involving 96 entities in the 3rd sector.The aim of this study is to present the results of the project assessment in the intervened institutions in two regions of Portugal (North and Alentejo). A mixed approach that combines qualitative and quantitative methods was used. In-depth interviews were conducted with regional consultants teams (two project coordinators and 13 consultants), and a questionnaire survey was applied to board members and technical staff of the 47 intervened organizations in the two regions. The results are varied in relation to the parameters in evaluation. The intervened institutions recognize the unquestionable contribution of this programme to the qualification of their human capital. The programme left relevant prints in the intervened organisations such as, the provision of management support tools, the rethinking of attitudes and behaviours, a greater accountability and an increase of knowledge as well as a higher efficiency and efficacy in the provision of services thus increasing their quality. Some reflections, although not intended to be generalized to all organizations in the sector, may be useful for a better understanding of their functioning and to establish itself as a tool to support a more professional and thus a more competitive management, are identified.
Classification-JEL: M00, L15, L31
Keywords: Qualification; Quality; Management; Third sector
Journal: International Journal of Business and Management
Pages: 58-84
Volume: 3
Issue: 3
Year: 2015
Month: August
File-URL: https://iises.net/international-journal-of-business-management/publication-detail-177
File-URL: https://iises.net/international-journal-of-business-management/publication-detail-177?download=5
Handle: RePEc:sek:jijobm:v:3:y:2015:i:3:p:58-84