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An interpretive examination of the development of cultural sensitivity in international business

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  • Jon M Shapiro

    (College of Business and Technology, Northeastern State University, Broken Arrow, OK, USA)

  • Julie L Ozanne

    (R. B. Pamplin College of Business, Virginia Tech, Blacksburg, VA, USA)

  • Bige Saatcioglu

    (R. B. Pamplin College of Business, Virginia Tech, Blacksburg, VA, USA)

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    Abstract

    Cultural sensitivity is assumed to be important in international business, yet little empirical work explores how cultural sensitivity actually develops. In-depth interviews with buyers from the Asian Pacific Rim were conducted, and support was found for a four-stage model of cross-cultural sensitivity in which buyers move through the stages of romantic sojourner, foreign worker, skilled worker, and partner. This paper explores the development and evolution of cultural sensitivity as it interacts with trust and development of international business relationships. Journal of International Business Studies (2008) 39, 71–87. doi:10.1057/palgrave.jibs.8400327

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    Bibliographic Info

    Article provided by Palgrave Macmillan in its journal Journal of International Business Studies.

    Volume (Year): 39 (2008)
    Issue (Month): 1 (January)
    Pages: 71-87

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    Handle: RePEc:pal:jintbs:v:39:y:2008:i:1:p:71-87

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    Web page: http://www.palgrave-journals.com/

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    Cited by:
    1. Bloemer, Josée & Pluymaekers, Mark & Odekerken, Armand, 2013. "Trust and affective commitment as energizing forces for export performance," International Business Review, Elsevier, vol. 22(2), pages 363-380.
    2. Chua, Roy Y.J. & Morris, Michael W. & Mor, Shira, 2012. "Collaborating across cultures: Cultural metacognition and affect-based trust in creative collaboration," Organizational Behavior and Human Decision Processes, Elsevier, vol. 118(2), pages 116-131.
    3. Søderberg, Anne-Marie & Krishna, S. & Bjørn, Pernille, 2013. "Global Software Development: Commitment, Trust and Cultural Sensitivity in Strategic Partnerships," Journal of International Management, Elsevier, vol. 19(4), pages 347-361.
    4. Arp, Frithjof, 2013. "Typologies: What types of foreign executives are appointed by local organisations and what types of organisations appoint them?," EconStor Open Access Articles, ZBW - German National Library of Economics, pages 167-194.
    5. Fang, Tony & Samnani, Al-Karim & Novicevic, Milorad M. & Bing, Mark N., 2013. "Liability-of-foreignness effects on job success of immigrant job seekers," Journal of World Business, Elsevier, vol. 48(1), pages 98-109.
    6. Muethel, Miriam & Hoegl, Martin, 2012. "The influence of social institutions on managers’ concept of trust: Implications for trust-building in Sino-German relationships," Journal of World Business, Elsevier, vol. 47(3), pages 420-434.

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