Adriana ZAIT

doi:10.1515/saeb-2016-0109

Authors

Adriana ZAIT

DOI:

https://doi.org/10.1515/saeb-2016-0109

Keywords:

variable conceptualization, operationalisation, exploratory research, research methodology, business negotiation, cultural factors

Abstract

In exploratory researches we are looking for clues, trying to get a better picture of the research variables and relationships. Besides variables already studied, identified in the literature review, we might deal with specific variables – for the investigated subject and socio-cultural region – the ones that might lead us to new explanations and theories. These new variables can be depicted from in-depth interviews and informal discussions with intervening actors, through a process of identification, conceptualization (obtaining theoretical definitions), and operationalisation (suggesting ways for the measurement of the identified variables). The present paper offers an example of such a process for a particular subject – identifying potential specific influences on the business negotiation behaviour. The focus is on the methodological aspects of such a research endeavour.

JEL Codes - L22, L25, M10, M14, M16

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