文章基本信息

标题：Specific Characteristics of Business Negotiation in the SEE Trading Companies
其他标题：Specifiþna obeležja poslovnog pregovaranja u trgovinskim kompanijama južno-istoþne Evrope
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作者：Radenko Marić ; Jan Janać
期刊名称：Industrija
印刷版ISSN：0350-0373
电子版ISSN：2334-8526
出版年度：2014
卷号：42
期号：2
页码：7-20
DOI：10.5937/industrija42-5139
语种：English
出版社：Economics institute, Belgrade
摘要：The aim of this paper is to determine,based on empirical research, whether there is a statistically significant correlation between the cultural, economic and political factors,and business negotiation in the trade sector of selected countries in the South-Eastern Europe(SEE):Serbia,Croatia, Bosnia and Herzegovina,Hungary and Montenegro.Data on the research problem are collected electronically through questionnaires,while obtained results are interpreted by using parametric statistical tests:a two-way Analysis of Variance(ANOVA)test and the Least Significant Difference(LSD)test. After obtained results are analyzed,the empirical research has shown that there is a significant correlation between the aforementioned factors and business negotiation,which served as a basis for creating the profile of a business negotiator in regional trade companies.The research results provide the grounds for future researches that should examine the impact of subgroups within the analyzed factors on the success of business negotiation.
其他摘要：Cilj ovog rada je da se na bazi empirijskog istraživanju utvrdi da li postoji statistiþki znaþajna povezanost izmeÿu kulturnih,ekonomskih i politiþkih faktora i poslovnog pregovaranja u trgovinskom sektoru izabranih zemalja južno-istoþne Evrope:Srbije,Hrvatske,Bosne i Hercegovine,Maÿarske i Crne Gore.Prikupljanje podataka o istraživaþkom problemu raÿeno je elektronskim putem na bazi upitnika,dok su za tumaþenje dobijenih rezultata korišüeni parametarski statistiþki testovi:test analize varijanse sa dva fatora varijabiliteta(ANOVA test)i test najmanje znaþajne razlike(NZR test).Na osnovu sagledavanja dobijenih rezultata,empirijsko istraživanje je pokazalo da postoji znaþajna povezanost izmeÿu pomenutih faktora i poslovnog pregovaranja,na bazi þega je kreiran profil poslovnog pregovaraþa u regionalnim trgovinskim kompanijama.Rezultati istraživanja predstavljaju osnovu za buduüa istraživanja koja bi trebalo da sagledaju uticaj podgrupa unutar analiziranih faktora na uspeh poslovnog pregovaranja.
关键词：business negotiation;trade;trade companies;human resources;etc.
其他关键词：poslovno pregovaranje;trgovina;trgovinske kompanije;ljudski resursi.