中国与印度尼西亚商务谈判中文化变量的实证研究

Empirical Study on Cultural Variables in Sino-Indonesian Business Negotiations

文化差异是中国与印度尼西亚商务谈判成功的重要因素。该文基于霍夫斯泰德的文化维度理论,通过应用Mann-Whitney U检验、方差分析(ANOVA)及Cohen's d值计算,对中国与印尼商务谈判中的文化变量进行实证检验。研究结果表明:在个人风格方面,两国代表显示出较高的相似性;而在谈判态度和决策方式方面,两国存在显著差异;在谈判目标、冒险精神和协议形式这三个变量上具有较低的差异性;在时间取向和情绪表达方面,两国存在一定共性,但差异性仍然显著。该文研究结果可为理解中国与印尼商务谈判中的文化差异提供实证依据,并为两国跨文化商务谈判策略的制定提供参考建议。

Cultural differences are a crucial factor for the success of business negotiations between China and Indonesia.This article employs Hofstede's cultural dimensions theory and conducts empirical testing on cultural variables in Chinese-Indonesian business negotiations using the Mann-Whitney U test,Analysis of Variance(ANOVA),and calculation of Cohen's d values.The findings indicate that representatives from both countries exhibit high similarity in personal styles;however,significant differences are observed in negotiation attitudes and group decision-making processes.There are lower disparities in negotiation goals,risk-taking behaviors,and the forms of agreements.While there is some commonality in time orientation and emotional expression,significant differences still exist.These results provide empirical evidence to understand the cultural differences in Chinese-Indonesian business negotiations and offer recommendations for formulating cross-cultural business negotiation strategies between the two countries.