CONCEPTUALIZATION AND OPERATIONALISATION OF SPECIFIC VARIABLES IN EXPLORATORY RESEARCHES - AN EXAMPLE FOR BUSINESS NEGOTIATION

In exploratory researches we are looking for clues, trying to get a better picture of the research variables and relationships. Besides variables already studied, identified in the literature review, we might deal with specific variables - for the investigated subject and socio-cultural region - the ones that might lead us to new explanations and theories. These new variables can be depicted from in-depth interviews and informal discussions with intervening actors, through a process of identification, conceptualization (obtaining theoretical definitions), and operationalisation (suggesting ways for the measurement of the identified variables). The present paper offers an example of such a process for a particular subject identifying potential specific influences on the business negotiation behaviour. The focus is on the methodological aspects of such a research endeavour.