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International Comparative Study of Business Negotiation for Professional Managers and Construction of Global Protocol

Research Project

Project/Area Number 12572022
Research Category

Grant-in-Aid for Scientific Research (B)

Allocation TypeSingle-year Grants
Section海外学術
Research Field Business administration
Research InstitutionUniversity of Tsukuba

Principal Investigator

HIROHISA Nagai  UNIVERSITY OF TSUKUBA, INSTITUTE OF POLICY AND PLANNING SCIENCES, PROFESSOR, 社会工学系, 助教授 (10266215)

Co-Investigator(Kenkyū-buntansha) WATANABA Sumiko  FUJI XEROX LEARNING INSTITUTE, RESEARCHER, 研究員
KAWAI Tadahiko  UNIVERSITY OF TSUKUBA, INSTITUTE OF POLICY AND PLANNING SCIENCES, PROFESSOR, 社会工学系, 教授 (60080363)
渡邊 寿美子  富士ゼロックス総合教育研究所, 研究員
金 顕哲  筑波大学, 社会工学系, 助教授 (90288449)
Project Period (FY) 2000 – 2003
Project Status Completed (Fiscal Year 2003)
Budget Amount *help
¥8,600,000 (Direct Cost: ¥8,600,000)
Fiscal Year 2003: ¥1,800,000 (Direct Cost: ¥1,800,000)
Fiscal Year 2002: ¥3,200,000 (Direct Cost: ¥3,200,000)
Fiscal Year 2001: ¥1,800,000 (Direct Cost: ¥1,800,000)
Fiscal Year 2000: ¥1,800,000 (Direct Cost: ¥1,800,000)
KeywordsGlobal Protocol / Competency / Environmental Contingency / International Comparison / Cross-cultural Management / グローバル / リーダーシップ / 商交渉行動 / コンピテンシーモデル / グローバルリーダーシップ / 営業職行動 / 国際商交渉行動
Research Abstract

In this study, investigators studied international comparison of management and negotiation behaviors for professional managers who work in regions have different cultural backgrounds, and identified competencies which related to business performances, as well as promoting factors of competencies. As a result of this study, the followings were discovered
First, as a result of surveying on multinational companies located in five geographic regions namely, Japan, Asia, China, North America and Europe, there is a tendency that those who work in European region tends to use competencies more frequently, whereas managers in Japan shows relatively less frequent use of competencies
Second, there were two kinds of competency groups. One is closely related to the business performance across regions (organizational management and communication), and the other is idiosyncratically associated to each region
Third, it was discovered that individual organizational commitment and job involvement promote competencies and business performance among regions. Therefore, it was suggested to take these factors into consideration for future selection and development of professional managers in order to enforce relationship between use of competencies and business performance
As a consequence of this study, much useful knowledge regards to the relationship between management competency and business performance was revealed. It will become important information for the future selection, rotation, promotion and career development of professional managers. On the other hand, it was also suggested that further study to analyze cognitive mechanism for the selection of management competency and training aspects from practical point of views will be important for future research topics

Report

(5 results)
  • 2003 Annual Research Report   Final Research Report Summary
  • 2002 Annual Research Report
  • 2001 Annual Research Report
  • 2000 Annual Research Report
  • Research Products

    (16 results)

All Other

All Publications (16 results)

  • [Publications] Nagai, H: "Contingency Management style of Japanese MNCs among 58 Countries"Proceedings, Society for Advanced Management. 1-9 (2001)

    • Description
      「研究成果報告書概要(和文)」より
    • Related Report
      2003 Final Research Report Summary
  • [Publications] Nagai, H, D.Jack: "Comparison of Cross-Cultural adjustment between Japanese and American Expatriates"Proceedings, Association of Internatioanl Business. 1-12 (2002)

    • Description
      「研究成果報告書概要(和文)」より
    • Related Report
      2003 Final Research Report Summary
  • [Publications] Nagai, H: "Global Leadership Competency Research Project - Development of a Contingency Style Competency Model -"Proceedings, Academy of Management. 1-11 (2003)

    • Description
      「研究成果報告書概要(和文)」より
    • Related Report
      2003 Final Research Report Summary
  • [Publications] 渡邊壽美子, 永井裕久, 川合忠彦, 田代美智子: "高業績グローバルマネージャーのコンピテンシー活用に関する国際比較調査"国際ビジネス研究学会第10回全国大会報告要旨集. 1-4 (2003)

    • Description
      「研究成果報告書概要(和文)」より
    • Related Report
      2003 Final Research Report Summary
  • [Publications] Nagai, H: "Contingency Management Style of Japanese MNCs among 58 Countries"Proceedings, Society for Advanced Management. 1-9 (2001)

    • Description
      「研究成果報告書概要(欧文)」より
    • Related Report
      2003 Final Research Report Summary
  • [Publications] Nagai, H., D.Jack: "Comparison of Cross-Cultural Adjustment between Japanese and American Expatriates"Proceedings, Association of International Business. 1-12 (2002)

    • Description
      「研究成果報告書概要(欧文)」より
    • Related Report
      2003 Final Research Report Summary
  • [Publications] Nagai, H: "Global Leadership Competency Research Project-Development of a Contingency Style Competency Model"Proceedings, Academy of Management. 1-11 (2003)

    • Description
      「研究成果報告書概要(欧文)」より
    • Related Report
      2003 Final Research Report Summary
  • [Publications] Watanabe, S., H.Nagai, T.Kawai, M.Tahiro: "International Comparative Research on High-Performing Global Managers' Use of Competency"Proceedings, Japan International Business Study. 1-4 (2003)

    • Description
      「研究成果報告書概要(欧文)」より
    • Related Report
      2003 Final Research Report Summary
  • [Publications] H.Nagai, Chen, S, Watanabe, S, Tashiro, M: "Contingency-based Global Leadership Competency"ASTD.Proceedings. 1-13 (2003)

    • Related Report
      2003 Annual Research Report
  • [Publications] 渡邊, 永井, 河合, 田代: "高業績グローバルマネジャーのコンピテンシー活用に関する国際比較調査"国際ビジネス研究学会要旨集. 1-4 (2003)

    • Related Report
      2003 Annual Research Report
  • [Publications] Hirohisa Nagai, Douglas Jack: "Comparison of Cross-Cultural Adjustment between Japanese and American Expatriates"Proceedings : Association of International Business. 1-12 (2002)

    • Related Report
      2002 Annual Research Report
  • [Publications] Global Leadership Competency Committee Hirohisa Nagai(Ed): "Abilities required in a global manager and its training methods"Global Leadership Competency International Forum Report. 1-55 (2002)

    • Related Report
      2002 Annual Research Report
  • [Publications] Hirohisa Nagai: "The Contingency Model of Global Leadership Competency"American Society for Training & Development. (発表予定). (2003)

    • Related Report
      2002 Annual Research Report
  • [Publications] Hirohisa Nagai: "Contingency Management Style of Japanese MNCs Among 58 Countries"Proceedings, 2001 International Management Conference Society for Advancement of Management. 1-9 (2001)

    • Related Report
      2001 Annual Research Report
  • [Publications] Hirohisa Nagai: Proceedings Society for Advanced Management. 1-10 (2001)

    • Related Report
      2000 Annual Research Report
  • [Publications] 渡邊寿美子: "研修効果測定の取り組み"Xchange. No89. 7-9 (2000)

    • Related Report
      2000 Annual Research Report

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Published: 2000-04-01   Modified: 2016-04-21  

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