Does intercultural competence matter in intercultural business relationship development?

International Journal of Logistics Research and Applications

Volumn 6, Issue 4, 2003, Pages 277-288

  Huang, Yuelu ^a   Rayner, Charlotte ^a   Zhuang, Lee ^a  

^a STAFFORDSHIRE UNIVERSITY BUSINESS SCHOOL   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 70450265723     PISSN: 13675567     EISSN: 1469848X     Source Type: Journal    
DOI: 10.1080/13675560310001626963     Document Type: Article

References (31)

1. Anderson, J.C. and Narus, J.A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54 (1): pp. 42–59
2. BlackJ.S. GregersenH.B. MendenhallM.E. StrohL.K. (1999) Globalizing People Through International Assignments Reading MA Addison-Wesley
3. Blackman, C. (2000). An inside guide to negotiating. China Business Review, 27 (3): pp. 44–48
4. BucknallK.B. (1994) Kevin B. Bucknall's Cultural Guide to Doing Business in China Oxford Butterworth-Heinemann
5. Conway, T. and Swift, J.S. (2000). International relationship marketing: the importance of psychic distance. European Journal of Marketing, 34 (11/12): pp. 1391–1413
6. Dion, P., Easterling, D. and Miller, S.J. (1995). What is really necessary in successful buy/seller relationships?. Industrial Marketing Management, 24: pp. 1–9
7. Dwyer, F.R., Schurr, P.H. and Oh, S. (1987). Developing buyer–seller relationships. Journal of Marketing, 51 (2): pp. 11–27
8. Evans, J. and Mavondo, F.T. (2002). Psychic distance and organizational performance: an empirical examination of international retailing operations. Journal of International Business Studies, 33 (3): pp. 515–532
9. Ford, D. (1980). The development of buyer–seller relationships in industrial markets. European Journal of Marketing, 14 (5/6): pp. 339–354
10. FowlerS.M. MumfordM. (1999) Intercultural Sourcebook: Cross–cultural Training Methods Vol. 2 Yarmouth Intercultural Press
11. Ganesan, S. (1994). Determinants of long-term orientation in buyer–seller relationships. Journal of Marketing, 58: pp. 1–19
12. GhauriP. (2000) Internationalisation of the firm in: Monir Tayeb (Ed.) International Business Harlow Financial Times/Prentice Hall pp. 129–153
13. HallE.T. (1976) Beyond Cultures Garden City NY Doubleday
14. HallénL. Wiedersheim-PaulF. (1984) The evolution of psychic distance in international business relationships in: Hägg, I. & Wiedersheim-Paul, F. (Eds) Between Market and Hierarchy Stockholm University of Uppsala pp. 15–27
15. Hallén, L., Johanson, J. and Seyed-Mohamed, N. (1991). Interfirm adaptation in business relationships. Journal of Marketing, 55 (2): pp. 29–38
16. Hausman, A. (2001). Variations in relationship strength and its impact on performance and satisfaction in business relationship. Journal of Business & Industrial Marketing, 16 (6/7): pp. 600–616
17. Keep, W.W., Hollander, S.C. and Dickson, R. (1998). Forces impinging on long-term business-to-business relationships in the United States: a historical perspective. Journal of Marketing, 62: pp. 31–45
18. KelleyC. MeyersJ. (1999) The cross-cultural adaptability inventory in: Fowler, S.M. & Mumford, M. (Eds) Intercultural Sourcebook: Cross-cultural Training Methods Vol. 2 Yarmouth Intercultural Press pp. 53–60
19. Landeros, R. and Monczka, R.M. (1989). Co-operative buyer/seller relationships and a firm's competitive posture. Journal of Purchasing and Materials Management, 25: pp. 9–18
20. LeungT. WongY.H. (1993) Hong Kong businessmen's perceptions of guanxi in the People's Republic of China Conference Proceedings, The Academy of International Business Conference Hong Kong June, Topic on China 2 pp. 92–100
21. Leuthesser, L. (1997). Supplier relation behaviour: an empirical assessment. Industrial Marketing Management, 26 (3): pp. 245–254
22. Li, J. and Labig, C.E.Jr. (2001). Negotiating with China: exploratory study of relationship-building. Journal of Managerial Issues, 13 (3): pp. 345–359
23. LustigM.W. KoesterJ. (1999) Intercultural Competence: Interpersonal Communication Across Cultures New York Longman
24. Parkhe, A. (1998). Building trust in international alliances. Journal of World Business, 33 (4): pp. 417–439
25. Ruben, B.D. (1976). Assessing communication competency for intercultural adaptation. Group & Organisation Studies, 1 (3): pp. 334–354
26. Scott, J.C. (1999). Developing cultural fluency: the goal of international business communication instruction in the 21st century. Journal of Education for Business, 74 (3): pp. 140–143
27. SpitzbergG.H. CupachW.R. (1984) Interpersonal Communication Competence Beverly Hills CA Sage
28. Ting-ToomeyS. (1985) Toward a theory of conflict and culture in: Gudykunst, W., Stewart, L. & Ting-Toomey, S. (Eds) Communication, Culture, and Organisational Processes Beverly Hills CA Sage
29. Williamson, O.E. (1979). Transaction-cost economics: the governance of contractual relations. Journal of Law and Economics, 22: pp. 3–61
30. Wilson, D.T. (1995). An integrated model of buyer–seller relationships. Journal of Academy of Marketing Science, 23 (4): pp. 335–345
31. Yeung, I.M. and Tung, R.L. (1996). Achieving business success in confucian societies: the importance of guanxi (connections). Organizational Dynamics, 25 (2): pp. 54–65