A Cross Cultural Study of Communication Strategies for Building Business Relationships
Bibliographic Data
| ID | 12701665 |
|---|---|
| Authors | Yunxia Zhu (0000-0001-8251-8791, The University of Queensland, corresponding author), Pieter Nel (Unitec New Zealand), Ravi Bhat (0000-0003-2571-4037, Unitec New Zealand) |
| Year | 2006 |
| Volume | 6 |
| Issue | 3 |
| Pages | 319-341 |
| Publication date | 2006-12-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | International Journal of Cross Cultural Management (JOURNAL) |
| Journal identifiers | ISSN: 1470-5958 • E-ISSN: 1741-2838 |
| Publisher | SAGE Publishing (PUBLISHER • US) |
| DOI | 10.1177/1470595806070638 |
| OpenAlex | W2131265660 |
| Language | EN |
| Citations received | 8 |
| References cited | 25 |
This study aims to explore communication strategies for relationship building across cultures from a linguistic as well as a culture-specific perspective. Specifically, it sees business relationships as part of social capital and compares communication strategies used to build relationships in sales firms. The research method is based on a discourse analysis of interviews with business managers, which also incorporates their success stories. In the analysis, relationship building is divided into two stages: the initiating stage and the maintaining stage. It has been found that more interpersonal strategies have been employed by Chinese and Indian business managers when initiating a business relationship. In contrast, the New Zealand and South African managers tend to use more impersonal communication strategies to promote public relations. Similar interpersonal communication strategies are employed in all the target cultures for maintaining relationships. However, a stronger orientation for long-term relationships in the Chinese and Indian cultures has been identified. Furthermore, the communication strategies are dynamic in all the countries investigated since they are becoming more and more multicultural and increasingly globalized in international business and management
Business · Business communication · Business model · Business relationship management · Cross-cultural communication · Cultural diversity · Electronic business · Hofstede's cultural dimensions theory · Intercultural communication · Interpersonal communication · Interpersonal relationship · Multiculturalism · Organizational communication · Perspective (graphical · Political science · Public relations · Social science · Sociology · Corporate Identity and Reputation · Innovation and Knowledge Management · International Student and Expatriate Challenges · Psychology · Social Psychology · Marketing
In their own time and space
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Building intercultural alliances
Measuring the importance of communication skills in tourism
From “Perpetual Contact” to Contextualized Mobility
The cultural complexity of international collaboration
| Unique citing works | 8 |
|---|---|
| Citations per year | 0.53 |
| Citation span | 2011 - 2023 (13) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 8 |