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研究生:張心怡
研究生(外文):Hsin-yi Chang
論文名稱:關係、情緒、團體驕傲與議價
論文名稱(外文):Guanxi, Emotion, and Group Pride on Negotiation Outcome
指導教授:賴志超賴志超引用關係
指導教授(外文):Chih-Chao Lai
學位類別:碩士
校院名稱:國立雲林科技大學
系所名稱:應用外語系碩士班
學門:人文學門
學類:外國語文學類
論文種類:學術論文
論文出版年:2009
畢業學年度:97
語文別:英文
論文頁數:124
中文關鍵詞:團體驕傲感面子威脅敏感度情緒關係談判
外文關鍵詞:EmotionFaceGroup prideNagotiation
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中文摘要
關係、情緒、團體驕傲感與議價
本研究主要由兩個部份,主要在探討親戚和陌生人兩個對象中,關係和情緒以及團體傾向是否影響議價。本篇論文採用情境問卷的實驗設計蒐集資料蒐集,多因子變異數分析。所得到的結果如下:(1) 關係構面的因素影響議價空間;(2) 負面情緒不影響議價; (3) 面子威脅敏感的人賣價稍低,但無顯著效果。(4) 團體性的驕傲歸屬感會影響議價空間; (5)組織認同感會縮小議價空間。本研究發現華人的議價行為關係是個重要的影響變項。
ABSTRACT

This study is divided into two parts, guanxi and emotion respectively on negotiation outcome. The results were (a) Guanxi is proved that sellers will be restricted to the concept of guanxi and will yield on price; (b) emotional strategy is not proved that sellers will yield on price when his/her has face threats; (c) group pride affected seller’s price-offering; (d) buyer’s emotion influenced directly on seller’s price offering; (e) buyer’s negative emotional expression did not acquire more gains; and (f) organization identification moderated sellers’ price offering.
中文摘要 I
ABSTRACT II
誌 謝 III
TABLE OF CONTENTS IV
LIST OF FIGURE VI
LIST OF TABLE VII
CHAPTER ONE 1
1.1 BACKGROUND OF STUDY 1
1.2 PURPOSE OF THE STUDY 3
1.3 RESEARCH QUESTIONS: 3
1.4 SIGNIFICANCE OF THE STUDY 3
1.5 DEFINITION OF TERMS: 4
1.6 RESEARCH FRAMEWORK 6
CHAPTER TWO 7
2.1 NEGOTIATION 7
2.2 TWO FORMS OF NEGOTIATION 8
2.3 EMOTION 10
2.4 RELATIONSHIPS BETWEEN EMOTION & NEGOTIATION 15
2.5 INTERNATIONAL NEGOTIATION: CULTURAL ASPECTS ON NEGOTIATION 22
2.6 MIAN ZI /FACE/IMAGE(面子) 31
2.7 CHINESE QUAN-XI (RELATIONSHIP) 36
2.8 CHINESE FACE THEORY 40
2.9 FACE THREAT SENSITIVITY (FTS) 44
2.10 COLLECTIVE SELF-ESTEEM 45
CHAPTER THREE 47
3.1 RESEARCH METHOD 47
3.2 RESEARCH MODEL 48
3.3 HYPOTHESIS 50
3.4 RESEARCH DESIGN 54
3.5 PARTICIPANTS 55
CHAPTER FOUR 56
4.1 STUDY ONE 56
4.2 HYPOTHESIS EXPLANATIONS 62
4.3 RESULT OF STUDY 2 71
4.4 HYPOTHESES EXPLANATIONS 77
4.6 SUMMARY OF THE STUDY 91
CHAPTER FIVE 93
5.1 DISCUSSION OF RESEARCH RESULTS 93
5.2 RESEARCH CONTRIBUTION OF THIS STUDY 95
5.3 RESEARCH LIMITATIONS 97
REFERENCES 99
APPENDIX 106
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