Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
Managing international business negotiations: an empirical study of Electrolux, PEAB, and Scandinavian Airlines
2002 (English)Independent thesis Advanced level (degree of Master (One Year)), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

Globalisation is a major driving force why companies today need to engage in international business and find partners across borders. One method to collaborate abroad is through foreign direct investments (FDI). The purpose of this thesis is to gain a better understanding of how international business negotiations are managed when forming a FDI. Three case studies were conducted, using a qualitative research approach at PEAB, Electrolux and SAS in order to study negotiations of FDI. Companies follow the process of international business negotiations to a great extent. New partner selections criteria where also found, which is not suggested in theory. The study shows that both the process and the criteria may vary depending on type of industry, market condition, the individuals involved and different FDIs. Finally, the negotiation process and the criteria affect each another.

Place, publisher, year, edition, pages
2002.
Keywords [en]
Social Behaviour Law, International business negotiation, foreign direct, investment, partner selection criteria, task-related, criteria, partner-related selection criteria
Keywords [sv]
Samhälls-, beteendevetenskap, juridik
Identifiers
URN: urn:nbn:se:ltu:diva-47215ISRN: LTU-SHU-EX--02/018--SELocal ID: 4c86a9f3-0d86-4869-b07e-711636d91a58OAI: oai:DiVA.org:ltu-47215DiVA, id: diva2:1020535
Subject / course
Student thesis, at least 15 credits
Educational program
International Business and Economic, master's level
Examiners
Note
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

Open Access in DiVA

No full text in DiVA

Search outside of DiVA

GoogleGoogle Scholar

urn-nbn

Altmetric score

urn-nbn
Total: 18 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf