Kam-Hon Lee, Gong-Ming Qian, Julie H. Yu, Ying Ho, (2005). Trading Favors for Marketing Advantage: Evidence from Hong Kong, China, and the United States. Journal of International Marketing: Vol. 13, No. 1, pp. 1-35.
doi: 10.1509/jimk.13.1.1.58535

Trading Favors for Marketing Advantage: Evidence from Hong Kong, China, and the United States

Kam-Hon Lee,

1. The Chinese University of Hong Kong

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Professor of Marketing, Faculty of Business Administration1Gong-Ming Qian,

2. The Chinese University of Hong Kong

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Associate Professor of Management2Julie H. Yu,

3. The Chinese University of Hong Kong

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Associate Professor of Marketing3Ying Ho

4. The Chinese University of Hong Kong

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Doctoral Student of marketing4



Abstract

This study examines the risk-taking paradigm in the context of international marketing activities. It explores the causes of questionable business practices of Hong Kong executives in international marketing activities and further substantiates the findings with two replication samples (i.e., Mainland Chinese executives and U.S. executives). The authors find that the nature of the corruption proposal and the operating business environment affect Hong Kong executives’ risk-taking behavior (i.e., risk recognition, risk adjustment, and risky choice). The behaviors of Mainland Chinese executives and U.S. executives show a different picture. Developmental and cultural differences among the three economies explain the discrepancies.

Cited by

Charles Blankson, Julian Ming-Sung Cheng, Nancy Spears. (2007) Determinants of banks selection in USA, Taiwan and Ghana. International Journal of Bank Marketing 25:7, 469-489
Online publication date: 1-Jan-2007.
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