Cross-cultural business-to-business communication – the experiences of Polish companies with the Chinese and Americans

Purpose - The main purpose of the study is to identify the differences and similarities in the communication between B2B participants in cross-cultural environments. Design/methodology/approach - The research methods used in the study are two-fold: the literature analysis is complemented by primary qualitative research conducted in small- and medium-sized enterprises operating in Poland and doing business internationally. The research was focused on two culturally different markets: China and the United States. In the empirical research, the authors used one of the qualitative methods – Individual Depth Interview (IDI). Findings - General findings showed that the strongest influence of culture was identified among older (+50 years old) business partners. The younger ones are eager to adapt and try to understand others' viewpoints. The research results may be used in creating business communication models in the countries researched for companies that plan to enter both American and Chinese markets. Practical implications - The results of the study may have useful applied managerial value and be used in cooperation between SMEs' B2B business partners, not only from Poland but also from the whole region of Central and Eastern Europe and the United States and China. Social implications - The findings may help to understand and communicate with culturally different social groups such as co-workers, students, teachers, etc. Originality/value - The research presented in the paper covers the gap in the literature because it relates to some new factors (like cultural heritage, age and type of industry) which determine the effectiveness of personal business communication between partners in the international marketplace.