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Understanding the Domain of Cross-National Buyer-Seller Interactions

Author

Listed:
  • Sudhir H Kale

    (Kale Consultants Private Limited)

  • John W Barnes

    (University of Texas at El Paso)

Abstract

Cross-national face-to-face selling has thus far received very little scholarly treatment in marketing literature. With few notable exceptions, most existing research in this area has been fragmentary and opportunistic. These problems are largely because of the lack of a broad, generalizable framework within which to conceptualize and execute research studies. In offering such a conceptual framework, this article looks at buyer-seller interactions from a communication perspective.© 1992 JIBS. Journal of International Business Studies (1992) 23, 101–132

Suggested Citation

  • Sudhir H Kale & John W Barnes, 1992. "Understanding the Domain of Cross-National Buyer-Seller Interactions," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(1), pages 101-132, March.
    • Handle: RePEc:pal:jintbs:v:23:y:1992:i:1:p:101-132
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    Cited by:

    1. Mehmood Anjum & Syed Muhammad. Zia & Hasan Raza, 2014. "Cultural Dimensions of Pakistan: A Comparison of Sindh, Punjab, Balochistan and Khyber Pakhtunkhwa Provinces," International Journal of Management Sciences, Research Academy of Social Sciences, vol. 4(6), pages 261-276.
    2. Williams, Jerome D. & Han, Sang-Lin & Qualls, William J., 1998. "A Conceptual Model and Study of Cross-Cultural Business Relationships," Journal of Business Research, Elsevier, vol. 42(2), pages 135-143, June.
    3. (Sandy) Zhang, Sha & van Doorn, Jenny & Leeflang, Peter S.H., 2014. "Does the importance of value, brand and relationship equity for customer loyalty differ between Eastern and Western cultures?," International Business Review, Elsevier, vol. 23(1), pages 284-292.
    4. Fregidou-Malama, Maria & Hyder, Akmal S., 2015. "Impact of culture on marketing of health services – Elekta in Brazil," International Business Review, Elsevier, vol. 24(3), pages 530-540.
    5. Varisha Rehman, 2017. "Looking through the Glass of Indian Culture: Consumer Behaviour in Modern and Postmodern Era," Global Business Review, International Management Institute, vol. 18(3_suppl), pages 19-37, June.
    6. Dahlgrün, Philipp W. & Bausch, Andreas, 2019. "How Opportunistic Culture Affects Financial Performance in Outsourcing Relationships: A Meta-Analysis," Journal of International Management, Elsevier, vol. 25(1), pages 81-100.
    7. K. Sivakumar & Subroto Roy, 2019. "Global new product development: moderating role of national culture on the link between buyer–seller interactions and innovation outcomes," AMS Review, Springer;Academy of Marketing Science, vol. 9(3), pages 205-229, December.
    8. Jieun Lee & Aybuke Nur Erdogan & Ilyoo Barry Hong, 2021. "Participation in the Sharing Economy Revisited: The Role of Culture and Social Influence on Airbnb," Sustainability, MDPI, vol. 13(17), pages 1-17, September.
    9. Soares, Ana Maria & Farhangmehr, Minoo & Shoham, Aviv, 2007. "Hofstede's dimensions of culture in international marketing studies," Journal of Business Research, Elsevier, vol. 60(3), pages 277-284, March.
    10. Ghulam Mustafa & Rune Lines, 2016. "The Emergence and Effects of Culturally Congruent Leadership: Current Status and Future Developments," Entrepreneurial Business and Economics Review, Centre for Strategic and International Entrepreneurship at the Cracow University of Economics., vol. 4(1), pages 161-180.
    11. Naz Onel & Avinandan Mukherjee, 2014. "The effects of national culture and human development on environmental health," Environment, Development and Sustainability: A Multidisciplinary Approach to the Theory and Practice of Sustainable Development, Springer, vol. 16(1), pages 79-101, February.
    12. Ben Krishna & Satish Krishnan & M. P. Sebastian, 2023. "Examining the Relationship between National Cybersecurity Commitment, Culture, and Digital Payment Usage: An Institutional Trust Theory Perspective," Information Systems Frontiers, Springer, vol. 25(5), pages 1713-1741, October.
    13. Ýrem Eren-Erdoðmuþ & A. Müge Yalçýn & Aichurek Bopieva, 2012. "Revisiting Relationship Marketing in Emerging Markets: The Case of Turkish Exportes," Bogazici Journal, Review of Social, Economic and Administrative Studies, Bogazici University, Department of Economics, vol. 26(1), pages 81-101.
    14. Venkateswaran, Ramya Tarakad & George, Rejie, 2020. "When does culture matter? A multilevel study on the role of situational moderators," Journal of Business Research, Elsevier, vol. 116(C), pages 99-122.
    15. Rao Indu, 2009. "The Behavioral Equivalence of Organizational Culture," IIMA Working Papers WP2009-07-02, Indian Institute of Management Ahmedabad, Research and Publication Department.
    16. Alpert, Frank & Kamins, Michael & Sakano, Tomoaki & Onzo, Naoto & Graham, John, 1997. "Retail buyer decision-making in Japan: what US sellers need to know," International Business Review, Elsevier, vol. 6(2), pages 91-112, April.
    17. Zakari, Abdulrasheed & Toplak, Jurij, 2021. "Investigation into the social behavioural effects on a country's ecological footprint: Evidence from Central Europe," Technological Forecasting and Social Change, Elsevier, vol. 170(C).
    18. Noni Zaharia & Simon Brandon-Lai & Jeffrey James, 2017. "Show Me the Money: On Predicting Actual Purchases in Cross-National Sponsorship," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 9(4), pages 38-53, August.
    19. Liang, Beichen & Kale, Sudhir H., 2012. "Cultural differences in imagery generation: The influence of abstract versus concrete thinking," Journal of Business Research, Elsevier, vol. 65(3), pages 333-339.
    20. Harich, Katrin R. & LaBahn, Douglas W., 1998. "Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity," Journal of Business Research, Elsevier, vol. 42(1), pages 87-101, May.
    21. Hannah S. Lee & David A. Griffith, 2012. "Comparative insights into the governance problems of agency theory: the influence of institutional environment on the basic human tenets," AMS Review, Springer;Academy of Marketing Science, vol. 2(1), pages 19-33, March.
    22. Bilge Aykol & Dayananda Palihawadana & Leonidas C. Leonidou, 2013. "Research on the Import Activities of Firms 1960–2010," Management International Review, Springer, vol. 53(2), pages 215-250, April.
    23. Sean M. Handley & Corey M. Angst, 2015. "The impact of culture on the relationship between governance and opportunism in outsourcing relationships," Strategic Management Journal, Wiley Blackwell, vol. 36(9), pages 1412-1434, September.
    24. Tu, Ke & Chen, Shirley & Mesler, Rhiannon MacDonnell, 2023. "Policy stringency and the spread of COVID-19: The moderating role of culture and its implications on first responses," Health Policy, Elsevier, vol. 137(C).
    25. Gallego-Álvarez, Prof. Isabel & Ortas, Prof. Eduardo, 2017. "Corporate environmental sustainability reporting in the context of national cultures: A quantile regression approach," International Business Review, Elsevier, vol. 26(2), pages 337-353.

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