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It’s a Relationship Business! An Embedded Network’s Internationalization as a Process of Sense-Giving and Sensemaking: The Case of Japan, Shipping Industry

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  • Járfás Zsuzsanna

    (CoreLogic Japan, Account Director, Japan; Babeş-Bolyai University, Faculty of Economics and Business Administration, Romania)

Abstract

This is an exploratory study, it seeks to understand internationalization of a business group as a process of sense-making on the individual level. The focus of the enquiry is a Japanese shipping group, bulk cargo segment and seeks to answer the question how a network’s administrative heritage enables and/or inhibits the performance of relationship management processes in the context of multiple embeddedness and internationalization. The study finds, that the industry at large and the Japanese Business Group (JBG) as institutions act as enablers for the effective management of existing relationships worldwide by delegating action to the field through standardized processes and shared understandings. As for identifying and developing new relational opportunities, JBG as an institution inhibits coordination and sensemaking capabilities by its strict vertical power hierarchy and a concentration of authority and resources in headquarters.

Suggested Citation

  • Járfás Zsuzsanna, 2019. "It’s a Relationship Business! An Embedded Network’s Internationalization as a Process of Sense-Giving and Sensemaking: The Case of Japan, Shipping Industry," Marketing – from Information to Decision Journal, Sciendo, vol. 2(1), pages 16-29, June.
    • Handle: RePEc:vrs:mfitdj:v:2:y:2019:i:1:p:16-29:n:2
    DOI: 10.2478/midj-2019-0002
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    More about this item

    Keywords

    Internationalization; Business groups; Sensemarketing; Relationship management; Empirical study;
    All these keywords.

    JEL classification:

    • D22 - Microeconomics - - Production and Organizations - - - Firm Behavior: Empirical Analysis
    • L2 - Industrial Organization - - Firm Objectives, Organization, and Behavior
    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation

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