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Title: A utility theory approach when negotiating hotel joint venture agreements
Authors: Kivela, J
Leung, F L
Chu, Y H
Issue Date: 2005
Publisher: Institute for Tourism
Source: Tourism, 2005, v. 53, no. 3, p. 217-228 How to cite?
Journal: Tourism 
Abstract: This theoretical expose attempts to examine some of the factors, which contribute to the negotiating and bargaining situations that are likely to be present in Joint Venture (JV) business negotiations. The setting of this study is in the People!s Republic of China (PRC) and it deals with JV hotel business negotiations; an area of study that has been little examined, even though it is widely recognised that factors that affect JV business negotiations in general has profound implications for the growth and further development of the hospitality sector in the PRC. Past research related to hotel enterprises has mostly focused upon the merits of franchising, albeit from the western perspective. Despite the economic importance of hotel JVs to the overall PRC tourism economy, there has been scant empirical research reported in the hospitality and tourism literature. Equally, there have been limited attempts to evaluate empirically the factors, which contribute to successful and equitable negotiations and its impact on hotel businesses. Based on the present article this will be the nature of the subsequent empirical study. Given that hotel businesses contribute significantly to the PRC tourism economy, such an evaluation is important if JVs can be considered as a satisfactory alternative to franchising and independent entrepreneurial endeavour.
ISSN: 1332-7461
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