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The role of communication competencies in international business relationship development

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  • Griffith, David A.

Abstract

Effective communication between international business partners is critical for global success. Underlying national and organizational cultural differences in international business relationships creates hurdles to effective communication, hindering performance. To assist managers in understanding this issue, a model of communication effectiveness for international relationship development, derived from industry examples, theory, and a dataset consisting of 123 qualitative interviews conducted with American, Canadian, Chinese, and Japanese managers is presented. Further, in order to assist managers in the task of developing more effective communications, a six-step process aimed in directing managerial action is presented. By proactively managing its communications, a firm can develop stronger international business relationships facilitating the rapid response to market opportunities and challenges.

Suggested Citation

  • Griffith, David A., 2002. "The role of communication competencies in international business relationship development," Journal of World Business, Elsevier, vol. 37(4), pages 256-265, January.
    • Handle: RePEc:eee:worbus:v:37:y:2002:i:4:p:256-265
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    Cited by:

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    3. Kumar, Rajesh & Rangan, U. Srinivasa & Rufín, Carlos, 2005. "Negotiating complexity and legitimacy in independent power project development," Journal of World Business, Elsevier, vol. 40(3), pages 302-320, August.
    4. Nes, Erik B. & Solberg, Carl Arthur & Silkoset, Ragnhild, 2007. "The impact of national culture and communication on exporter-distributor relations and on export performance," International Business Review, Elsevier, vol. 16(4), pages 405-424, August.
    5. Sui, Sui & Morgan, Horatio M. & Baum, Matthias, 2015. "Internationalization of immigrant-owned SMEs: The role of language," Journal of World Business, Elsevier, vol. 50(4), pages 804-814.
    6. Denice E. Welch & Lawrence S. Welch, 2008. "The importance of language in international knowledge transfer," Management International Review, Springer, vol. 48(3), pages 339-360, May.
    7. Barner-Rasmussen, Wilhelm & Aarnio, Christoffer, 2011. "Shifting the faultlines of language: A quantitative functional-level exploration of language use in MNC subsidiaries," Journal of World Business, Elsevier, vol. 46(3), pages 288-295, July.
    8. Szkudlarek, Betina & Osland, Joyce S. & Nardon, Luciara & Zander, Lena, 2020. "Communication and culture in international business – Moving the field forward," Journal of World Business, Elsevier, vol. 55(6).
    9. Adrian Lubowiecki-Vikuk, 2020. "Business Culture in Central and Eastern European Countries: The Role of the Manager’s Etiquette and Image," International Journal of Business and Economic Affairs (IJBEA), Sana N. Maswadeh, vol. 5(2), pages 52-65.
    10. López-Duarte, Cristina & González-Loureiro, Miguel & Vidal-Suárez, Marta M. & González-Díaz, Belén, 2016. "International strategic alliances and national culture: Mapping the field and developing a research agenda," Journal of World Business, Elsevier, vol. 51(4), pages 511-524.
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