IDEAS home Printed from https://ideas.repec.org/a/pal/jintbs/v30y1999i2p317-337.html
   My bibliography  Save this article

The Effects of Cultural Adaptation on Business Relationships: Americans Selling to Japanese and Thais

Author

Listed:
  • Chanthika Pornpitakpan

    (Chulalongkorn University, Thailand, and Sasin Giba of National University of Singapore)

Abstract

A 2 × 4 (culture of participants × degrees of cultural adaptation) experimental design with 145 Thai and 101 Japanese professionals is used to investigate the effect of cultural adaptation on attraction and outcomes when Americans adapt to Japanese and Thais. This study extends the research of Francis (1991). The curvilinear relationship between adaptation and attraction found in Francis is not replicated. For Thais, the relationship appears monotonic positive. For Japanese, it reaches a plateau beyond moderate adaptation.© 1999 JIBS. Journal of International Business Studies (1999) 30, 317–337

Suggested Citation

  • Chanthika Pornpitakpan, 1999. "The Effects of Cultural Adaptation on Business Relationships: Americans Selling to Japanese and Thais," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 30(2), pages 317-337, June.
    • Handle: RePEc:pal:jintbs:v:30:y:1999:i:2:p:317-337
    as

    Download full text from publisher

    File URL: http://www.palgrave-journals.com/jibs/journal/v30/n2/pdf/8490072a.pdf
    File Function: Link to full text PDF
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: http://www.palgrave-journals.com/jibs/journal/v30/n2/full/8490072a.html
    File Function: Link to full text HTML
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Luis Alfonso Dau & Grazia D. Santangelo & Arjen Witteloostuijn, 2022. "Replication studies in international business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 53(2), pages 215-230, March.
    2. Hari Bapuji & Snehanjali Chrispal & Balagopal Vissa & Gokhan Ertug, 2023. "Local, yet global: Implications of caste for MNEs and international business," Journal of International Business Policy, Palgrave Macmillan, vol. 6(2), pages 201-234, June.
    3. Manuel Portugal Ferreira & Fernando A. Ribeiro Serra & Dan Li & Sungu Armagan, 2009. "Adaptation to the International Business Environment: A resource advantage perspective," Working Papers 38, globADVANTAGE, Polytechnic Institute of Leiria.
    4. René Bohnsack & Francesca Ciulli & Ans Kolk, 2021. "The role of business models in firm internationalization: An exploration of European electricity firms in the context of the energy transition," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 52(5), pages 824-852, July.
    5. Pornpitakpan, Chanthika & Han, Jie Hui, 2013. "The effect of culture and salespersons’ retail service quality on impulse buying," Australasian marketing journal, Elsevier, vol. 21(2), pages 85-93.
    6. Pornpitakpan, Chanthika, 2000. "Trade in Thailand: A three-way cultural comparison," Business Horizons, Elsevier, vol. 43(2), pages 61-70.
    7. Pornpitakpan, Chanthika, 2010. "The Effect of option choice framing on short-term regret from actions/inactions: Implications for marketing strategies," Australasian marketing journal, Elsevier, vol. 18(3), pages 132-137.
    8. Ivanova-Gongne, Maria & Törnroos, Jan-Åke, 2017. "Understanding cultural sensemaking of business interaction: A research model," Scandinavian Journal of Management, Elsevier, vol. 33(2), pages 102-112.
    9. Apoorva Ghosh, 2013. "Interpersonal Cross-Cultural Contact," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 38(1-2), pages 81-101, February.
    10. Keisuke Kokubun, 2017. "Organizational Commitment and Rewards in Thailand, with Comparison between University Graduates and Others," Asian Social Science, Canadian Center of Science and Education, vol. 13(6), pages 1-1, June.
    11. Nguyen The Khang & Pham Thi Bich Ngoc, 2018. "Rational and emotional preferred appeals of television commercials for FMCG: Evidence from young adults in Ho Chi Minh city," HO CHI MINH CITY OPEN UNIVERSITY JOURNAL OF SCIENCE - ECONOMICS AND BUSINESS ADMINISTRATION, HO CHI MINH CITY OPEN UNIVERSITY JOURNAL OF SCIENCE, HO CHI MINH CITY OPEN UNIVERSITY, vol. 8(1), pages 37-49.
    12. Parhankangas, Annaleena & Landstrom, Hans, 2006. "How venture capitalists respond to unmet expectations: The role of social environment," Journal of Business Venturing, Elsevier, vol. 21(6), pages 773-801, November.
    13. Anne Bartel-Radic & Philippe Mouillot & Danielle A. Taylor, 2019. "Experimental Methods in International Management Research," Post-Print hal-03566121, HAL.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:jintbs:v:30:y:1999:i:2:p:317-337. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave-journals.com/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.