National Feelings or Rational Dealings? The Role of Procedural Priming On The Perceptions of Cross-border Acquisitions
National Feelings or Rational Dealings? The Role of Procedural Priming On The Perceptions of Cross-border Acquisitions
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DOI：
10.1111/j.1540-4560.2011.01725.x
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发表时间：
2011-12
影响因子：
3.9
通讯作者：
Yuk-Yue Tong;Pamsy P. Hui;L. Kwan;Siqing Peng
中科院分区：
文献类型：
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作者：
Yuk-Yue Tong;Pamsy P. Hui;L. Kwan;Siqing Peng
跨境交易常常被公众视为国家威胁，而不是理性的商业交易。我们提出了两种解释心态，可以减弱（交易心态）和激发（分类心态）这些文化驱动的反应。在新加坡和美国针对各种跨境收购场景进行了三项研究。正如预测的那样，以成本效益计算为中心的交易心态会促使参与者更理性地评估外国收购，并且比分类心态（侧重于分类和比较程序）在没有心态启动的情况下引起更少的社会文化考虑。此外，当一个人认为两个交易方不同并且他/她与当地文化密切相关时，分类思维的影响尤其强烈。我们的结论是，虽然跨境收购等经济活动可能会无意中引发民族主义反应，但可以通过影响人们的解释心态来减轻甚至鼓励理性评估。
Cross-border transactions are often perceived by the general public as national threats instead of rational business deals. We propose two interpretational mindsets that attenuate (transactional mindset) and agitate (categorization mindset) these culturally motivated responses. Three studies were conducted in Singapore and the United States with various cross-border acquisition scenarios. As predicted, transactional mindset, which centers around cost–benefit calculations, nudged participants to evaluate the foreign acquisition more rationally and evoked fewer social–cultural considerations than categorization mindset, which focuses on categorizing and comparison procedures, and when no mindset was primed. Furthermore, the effects of categorization mindset are particularly strong when one perceives the two transacting parties as dissimilar and when he/she identifies closely with the local culture. We conclude that while economic activities such as cross-border acquisitions can inadvertently evoke nationalistic reactions, it is possible to mitigate them or even encourage rational evaluations by influencing people's interpretational mindset.