메뉴 건너뛰기




Volumn 39, Issue 1, 2008, Pages 71-87

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

Author keywords

Cultural intelligence; Cultural knowledge; Cultural sensitivity; Intercultural communication; Relationship marketing; Trust

Indexed keywords


EID: 38049186606     PISSN: 00472506     EISSN: 14786990     Source Type: Journal    
DOI: 10.1057/palgrave.jibs.8400327     Document Type: Article
Times cited : (75)

References (55)
  • 1
    • 0000505474 scopus 로고    scopus 로고
    • 1 989. Determinants of continuity in conventional industry channel dyads
    • Anderson, E., & Weitz, B. A. 1 989. Determinants of continuity in conventional industry channel dyads. Marketing Science, 8(4): 310-323.
    • Marketing Science , vol.8 , Issue.4 , pp. 310-323
    • Anderson, E.1    Weitz, B.A.2
  • 4
    • 0031502147 scopus 로고    scopus 로고
    • An examination of the nature of trust in buyer-seller relationships
    • Doney, P. M., & Cannon, J. P. 1997. An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2): 35-51.
    • (1997) Journal of Marketing , vol.61 , Issue.2 , pp. 35-51
    • Doney, P.M.1    Cannon, J.P.2
  • 6
    • 0001932429 scopus 로고
    • Developing buyerseller relationships
    • Dwyer, R. F., Schurr, P. H., & Oh, S. 1987. Developing buyerseller relationships. Journal of Marketing, 51 (2): 11-27.
    • (1987) Journal of Marketing , vol.51 , Issue.2 , pp. 11-27
    • Dwyer, R.F.1    Schurr, P.H.2    Oh, S.3
  • 9
    • 25144492426 scopus 로고    scopus 로고
    • The elusive cultural chameleon: Cultural intelligence as a new approach to intercultural training for the global manager
    • Earley, C. P., & Peterson, R. S. 2004. The elusive cultural chameleon: Cultural intelligence as a new approach to intercultural training for the global manager. Academy of Management Learning & Education, 3(1): 100-115.
    • (2004) Academy of Management Learning & Education , vol.3 , Issue.1 , pp. 100-115
    • Earley, C.P.1    Peterson, R.S.2
  • 11
    • 21744448471 scopus 로고
    • Determinants of long-term orientation in buyer-seller relationships
    • Ganesan, S. 1994. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2): 1-19.
    • (1994) Journal of Marketing , vol.58 , Issue.2 , pp. 1-19
    • Ganesan, S.1
  • 13
    • 0014120054 scopus 로고
    • The contribution of studies of source credibility to a theory of interpersonal trust in the communication process
    • Giffin, K. 1967. The contribution of studies of source credibility to a theory of interpersonal trust in the communication process. Psychological Bulletin, 68(2): 104-120.
    • (1967) Psychological Bulletin , vol.68 , Issue.2 , pp. 104-120
    • Giffin, K.1
  • 18
    • 0002019945 scopus 로고
    • Traits, attitudes, and skills that are related to intercultural effectiveness and their implications for crosscultural training: A review of the literature
    • Hannigan, T. P. 1990. Traits, attitudes, and skills that are related to intercultural effectiveness and their implications for crosscultural training: A review of the literature. International Journal of Intercultural Relations, 14(1): 89-111.
    • (1990) International Journal of Intercultural Relations , vol.14 , Issue.1 , pp. 89-111
    • Hannigan, T.P.1
  • 21
    • 0030376639 scopus 로고    scopus 로고
    • Business networks and cooperation in international business relationships
    • Holm, D. B., Eriksson, D., & Johanson, J. 1996. Business networks and cooperation in international business relationships. Journal of International Business Studies, 27(5): 1033-1053.
    • (1996) Journal of International Business Studies , vol.27 , Issue.5 , pp. 1033-1053
    • Holm, D.B.1    Eriksson, D.2    Johanson, J.3
  • 22
    • 0030373658 scopus 로고    scopus 로고
    • Setting the stage for trust and strategic integration in Japanese-US cooperative alliances
    • Johnson, J. L., Cullen, J. B., Sakano, T., & Takenouchi, H. 1996. Setting the stage for trust and strategic integration in Japanese-US cooperative alliances. Journal of International Business Studies, 27(5): 981-1004.
    • (1996) Journal of International Business Studies , vol.27 , Issue.5 , pp. 981-1004
    • Johnson, J.L.1    Cullen, J.B.2    Sakano, T.3    Takenouchi, H.4
  • 23
    • 33746227327 scopus 로고    scopus 로고
    • Cross-cultural competence in international business: Toward a definition and a model
    • Johnson, J. P., Lenartowicz, T., & Apud, S. 2006. Cross-cultural competence in international business: Toward a definition and a model. Journal of International Business Studies, 37(4): 525-543.
    • (2006) Journal of International Business Studies , vol.37 , Issue.4 , pp. 525-543
    • Johnson, J.P.1    Lenartowicz, T.2    Apud, S.3
  • 25
    • 85107738918 scopus 로고
    • The effects of perceived interdependence on dealer attitudes
    • Kumar, N., Scheer, L. K., & Steenkamp, J. B. 1995. The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32(3): 348-356.
    • (1995) Journal of Marketing Research , vol.32 , Issue.3 , pp. 348-356
    • Kumar, N.1    Scheer, L.K.2    Steenkamp, J.B.3
  • 26
    • 0012057551 scopus 로고    scopus 로고
    • Sensitivity to national business culture: Effects on US-Mexican channel relationship performance
    • LaBahn, D. W., & Harich, K. R. 1997. Sensitivity to national business culture: Effects on US-Mexican channel relationship performance. Journal of International Marketing, 5(4): 29-51.
    • (1997) Journal of International Marketing , vol.5 , Issue.4 , pp. 29-51
    • LaBahn, D.W.1    Harich, K.R.2
  • 27
    • 0003042690 scopus 로고
    • Going beyond cultural sensitivity on the road to multiculturalism: Using the intercultural sensitizer as a counselor training tool
    • September/October
    • Leong, F. T. L., & Kim, H. H. W. 1991. Going beyond cultural sensitivity on the road to multiculturalism: Using the intercultural sensitizer as a counselor training tool. Journal of Counseling and Development, 70(September/October): 112-128.
    • (1991) Journal of Counseling and Development , vol.70 , pp. 112-128
    • Leong, F.T.L.1    Kim, H.H.W.2
  • 28
    • 38049151629 scopus 로고    scopus 로고
    • Negotiation: The opposing sides of verbal and nonverbal communication
    • Lincoln, M. G. 2000. Negotiation: The opposing sides of verbal and nonverbal communication. Journal of Collective Negotiations in the Public Sector, 29(4): 297-306.
    • (2000) Journal of Collective Negotiations in the Public Sector , vol.29 , Issue.4 , pp. 297-306
    • Lincoln, M.G.1
  • 29
    • 0001204380 scopus 로고
    • Trust development, the GRIT Proposal, and the effects of conciliatory acts on conflict and cooperation
    • Lindskold, S. 1978. Trust development, the GRIT Proposal, and the effects of conciliatory acts on conflict and cooperation. Psychological Bulletin, 85(4): 772-793.
    • (1978) Psychological Bulletin , vol.85 , Issue.4 , pp. 772-793
    • Lindskold, S.1
  • 30
    • 12344296625 scopus 로고    scopus 로고
    • The role of commitment in foreign-Japanese relationships: Mediating performance for foreign sellers in Japan
    • Lohtia, R., Bello, D. C., Yamada, T., & Gilliland, D. I. 2005. The role of commitment in foreign-Japanese relationships: Mediating performance for foreign sellers in Japan. Journal of Business Research, 58(8): 1009-1018.
    • (2005) Journal of Business Research , vol.58 , Issue.8 , pp. 1009-1018
    • Lohtia, R.1    Bello, D.C.2    Yamada, T.3    Gilliland, D.I.4
  • 32
    • 0004264859 scopus 로고
    • Bloomington, IN: Indiana University Press
    • McCracken, G. 1988. The long interview. Bloomington, IN: Indiana University Press.
    • (1988) The long interview
    • McCracken, G.1
  • 34
    • 0036692546 scopus 로고    scopus 로고
    • Whose culture matters? Near-market knowledge and its impact on foreign market entry timing
    • Mitra, D., & Golder, P. N. 2002. Whose culture matters? Near-market knowledge and its impact on foreign market entry timing. Journal of Marketing Research, 39(3): 350-365.
    • (2002) Journal of Marketing Research , vol.39 , Issue.3 , pp. 350-365
    • Mitra, D.1    Golder, P.N.2
  • 35
    • 0001154055 scopus 로고
    • Relation-ships between providers and users of market research: The dynamics of trust within and between organizations
    • Moorman, C., Zaltman, G., & Deshpande, R. 1992. Relation-ships between providers and users of market research: The dynamics of trust within and between organizations. Journal of Marketing Research, 24(3): 314-328.
    • (1992) Journal of Marketing Research , vol.24 , Issue.3 , pp. 314-328
    • Moorman, C.1    Zaltman, G.2    Deshpande, R.3
  • 36
    • 0039656230 scopus 로고
    • Factors affecting trust in market research relationships
    • Moorman, C., Deshpande, R., & Zaltman, G. 1993. Factors affecting trust in market research relationships. Journal of Marketing, 57(1): 81-101.
    • (1993) Journal of Marketing , vol.57 , Issue.1 , pp. 81-101
    • Moorman, C.1    Deshpande, R.2    Zaltman, G.3
  • 37
    • 21344475322 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan, R. M., & Hunt, S. D. 1994. The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3): 20-38.
    • (1994) Journal of Marketing , vol.58 , Issue.3 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 38
    • 0002606334 scopus 로고
    • Indianapolis, IN: Bobbs-Merrill Co
    • Oberg, K. 1954. Culture shock. Indianapolis, IN: Bobbs-Merrill Co.
    • (1954) Culture shock
    • Oberg, K.1
  • 39
    • 0000573504 scopus 로고
    • Culture shock: Adjustment to new cultural environments
    • July/August
    • Oberg, K. 1960. Culture shock: Adjustment to new cultural environments. Practical Anthropology, 7(July/August): 177-182.
    • (1960) Practical Anthropology , vol.7 , pp. 177-182
    • Oberg, K.1
  • 43
    • 0000272110 scopus 로고
    • Cognitive reference points
    • Rosch, E. 1975. Cognitive reference points. Cognitive Psychology, 7(4): 532-547.
    • (1975) Cognitive Psychology , vol.7 , Issue.4 , pp. 532-547
    • Rosch, E.1
  • 46
    • 0001182587 scopus 로고
    • Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness
    • Schurr, P. H., & Ozanne, J. L. 1985. Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness. Journal of Consumer Research, 11(4): 939-953.
    • (1985) Journal of Consumer Research , vol.11 , Issue.4 , pp. 939-953
    • Schurr, P.H.1    Ozanne, J.L.2
  • 47
    • 24644516223 scopus 로고    scopus 로고
    • Agency and trust mechanisms in consumer satisfaction and loyalty judgments
    • Singh, J., & Sirdeshmukh, D. 2000. Agency and trust mechanisms in consumer satisfaction and loyalty judgments. Journal of the Academy of Marketing Science, 28(1): 150-167.
    • (2000) Journal of the Academy of Marketing Science , vol.28 , Issue.1 , pp. 150-167
    • Singh, J.1    Sirdeshmukh, D.2
  • 48
    • 0036001754 scopus 로고    scopus 로고
    • Consumer trust, value, and loyalty in relational exchanges
    • Sirdeshmukh, D., Singh, J., & Sabol, B. 2002. Consumer trust, value, and loyalty in relational exchanges. Journal of Marketing, 66(1): 15-37.
    • (2002) Journal of Marketing , vol.66 , Issue.1 , pp. 15-37
    • Sirdeshmukh, D.1    Singh, J.2    Sabol, B.3
  • 49
    • 0036905272 scopus 로고    scopus 로고
    • Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: The importer's perspective
    • Skarmeas, D., Katsikeas, C. S., & Schlegelmilch, B. B. 2002. Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: The importer's perspective. Journal of International Business Studies, 33(4): 757-783.
    • (2002) Journal of International Business Studies , vol.33 , Issue.4 , pp. 757-783
    • Skarmeas, D.1    Katsikeas, C.S.2    Schlegelmilch, B.B.3
  • 50
    • 36248987384 scopus 로고    scopus 로고
    • Cultivating your cultural intelligence
    • Thomas, D. C., & Inkson, K. 2005. Cultivating your cultural intelligence. Security Management, 48(8): 30-32.
    • (2005) Security Management , vol.48 , Issue.8 , pp. 30-32
    • Thomas, D.C.1    Inkson, K.2
  • 51
    • 0031536395 scopus 로고    scopus 로고
    • Interpreting consumers: A hermeneutical framework for deriving marketing insights from the texts of consumers' consumption stories
    • Thompson, C. J. 1997. Interpreting consumers: A hermeneutical framework for deriving marketing insights from the texts of consumers' consumption stories. Journal of Marketing Research, 34(4): 438-455.
    • (1997) Journal of Marketing Research , vol.34 , Issue.4 , pp. 438-455
    • Thompson, C.J.1
  • 52
    • 0036275475 scopus 로고    scopus 로고
    • A re-inquiry on re-inquiries: A postmodern proposal for a critical-reflexive approach
    • Thompson, C. J. 2002. A re-inquiry on re-inquiries: A postmodern proposal for a critical-reflexive approach. Journal of Consumer Research, 29(2): 142-145.
    • (2002) Journal of Consumer Research , vol.29 , Issue.2 , pp. 142-145
    • Thompson, C.J.1
  • 55
    • 0001935786 scopus 로고
    • Knowledge, motivation, and adaptive behavior: A framework for improving selling effectiveness
    • Weitz, B. A., Sujan, H., & Sujan, M. 1986. Knowledge, motivation, and adaptive behavior: A framework for improving selling effectiveness. Journal of Marketing, 50(4): 174-191.
    • (1986) Journal of Marketing , vol.50 , Issue.4 , pp. 174-191
    • Weitz, B.A.1    Sujan, H.2    Sujan, M.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.