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The role of communication competencies in international business relationship development


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  • Griffith, David A.
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    Effective communication between international business partners is critical for global success. Underlying national and organizational cultural differences in international business relationships creates hurdles to effective communication, hindering performance. To assist managers in understanding this issue, a model of communication effectiveness for international relationship development, derived from industry examples, theory, and a dataset consisting of 123 qualitative interviews conducted with American, Canadian, Chinese, and Japanese managers is presented. Further, in order to assist managers in the task of developing more effective communications, a six-step process aimed in directing managerial action is presented. By proactively managing its communications, a firm can develop stronger international business relationships facilitating the rapid response to market opportunities and challenges.

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    Article provided by Elsevier in its journal Journal of World Business.

    Volume (Year): 37 (2002)
    Issue (Month): 4 (January)
    Pages: 256-265

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    Handle: RePEc:eee:worbus:v:37:y:2002:i:4:p:256-265

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    1. Fey, Carl F. & Beamish, Paul W., 2000. "Joint venture conflict: the case of Russian international joint ventures," International Business Review, Elsevier, vol. 9(2), pages 139-162, April.
    2. Karen L Newman & Stanley D Nollen, 1996. "Culture and Congruence: The Fit Between Management Practices and national Culture," Journal of International Business Studies, Palgrave Macmillan, vol. 27(4), pages 753-779, December.
    3. Henderson, Rebecca. & Cockburn, Iain., 1994. "Measuring competence? : exploring firm effects in pharmaceutical research," Working papers 3712-94., Massachusetts Institute of Technology (MIT), Sloan School of Management.
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    Cited by:
    1. Kumar, Rajesh & Rangan, U. Srinivasa & RufĂ­n, Carlos, 2005. "Negotiating complexity and legitimacy in independent power project development," Journal of World Business, Elsevier, vol. 40(3), pages 302-320, August.
    2. Zander, Lena & Mockaitis, Audra I. & Harzing, Anne-Wil, 2011. "Standardization and contextualization: A study of language and leadership across 17 countries," Journal of World Business, Elsevier, vol. 46(3), pages 296-304, July.
    3. Barner-Rasmussen, Wilhelm & Aarnio, Christoffer, 2011. "Shifting the faultlines of language: A quantitative functional-level exploration of language use in MNC subsidiaries," Journal of World Business, Elsevier, vol. 46(3), pages 288-295, July.
    4. Nes, Erik B. & Solberg, Carl Arthur & Silkoset, Ragnhild, 2007. "The impact of national culture and communication on exporter-distributor relations and on export performance," International Business Review, Elsevier, vol. 16(4), pages 405-424, August.


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