Prethodno priopćenje
https://doi.org/10.22598/iele.2020.7.1.3
THE RELEVANCE OF BUSINESS NEGOTIATION IN BUILDING COMPETITIVE ADVANTAGE FOR CROATIAN MICRO ENTERPRISES
Katija Vojvodić
orcid.org/0000-0001-7870-1438
; University of Dubrovnik Department of Economics and Business, Croatia
Marija Martinović
; University of Dubrovnik Department of Economics and Business, Croatia
Ana Pušić
orcid.org/0000-0003-1753-9638
; University of Dubrovnik Department of Economics and Business, Croatia
Sažetak
Although the term small and medium-sized enterprises (SMEs) originally include micro, small and medium enterprises, the majority of literature looks at this sector as a homogeneous group. In general, there is insufficient research on micro-enterprises and previous work has failed to address micro-enterprises in the negotiation context. As a result, the negotiating behavior of micro-entrepreneurs is still poorly understood. Therefore, the aim of this paper is twofold. Firstly, our aim is to examine if the managers of micro-enterprises perceive business negotiations as a source of competitive advantage. Secondly, we aim to identify the underlying predictors of such perception. To this end, the survey was conducted among 132 managers of micro-enterprises in Croatia. The multiple linear regression results reveal that negotiating frequency, negotiation skills development, and willingness to change have a significant and positive influence on managers’ perception of business negotiations as a competitive advantage. Finally, the paper adds to the literature by providing insights into the negotiating behavior of micro-entrepreneurs in Croatia.
Ključne riječi
business negotiation; micro-enterprises; competitive advantage; negotiating behavior; Croatia
Hrčak ID:
240300
URI
Datum izdavanja:
30.6.2020.
Posjeta: 2.217 *