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The Effects of Cultural Adaptation on Business Relationships: Americans Selling to Japanese and Thais

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  • Chanthika Pornpitakpan

    (Chulalongkorn University, Thailand, and Sasin Giba of National University of Singapore)

Abstract

A 2 × 4 (culture of participants × degrees of cultural adaptation) experimental design with 145 Thai and 101 Japanese professionals is used to investigate the effect of cultural adaptation on attraction and outcomes when Americans adapt to Japanese and Thais. This study extends the research of Francis (1991). The curvilinear relationship between adaptation and attraction found in Francis is not replicated. For Thais, the relationship appears monotonic positive. For Japanese, it reaches a plateau beyond moderate adaptation.© 1999 JIBS. Journal of International Business Studies (1999) 30, 317–337

Suggested Citation

  • Chanthika Pornpitakpan, 1999. "The Effects of Cultural Adaptation on Business Relationships: Americans Selling to Japanese and Thais," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 30(2), pages 317-337, June.
    • Handle: RePEc:pal:jintbs:v:30:y:1999:i:2:p:317-337
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    Cited by:

    1. Pornpitakpan, Chanthika, 2010. "The Effect of option choice framing on short-term regret from actions/inactions: Implications for marketing strategies," Australasian marketing journal, Elsevier, vol. 18(3), pages 132-137.
    2. Ivanova-Gongne, Maria & Törnroos, Jan-Åke, 2017. "Understanding cultural sensemaking of business interaction: A research model," Scandinavian Journal of Management, Elsevier, vol. 33(2), pages 102-112.
    3. René Bohnsack & Francesca Ciulli & Ans Kolk, 2021. "The role of business models in firm internationalization: An exploration of European electricity firms in the context of the energy transition," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 52(5), pages 824-852, July.
    4. Parhankangas, Annaleena & Landstrom, Hans, 2006. "How venture capitalists respond to unmet expectations: The role of social environment," Journal of Business Venturing, Elsevier, vol. 21(6), pages 773-801, November.
    5. Manuel Portugal Ferreira & Fernando A. Ribeiro Serra & Dan Li & Sungu Armagan, 2009. "Adaptation to the International Business Environment: A resource advantage perspective," Working Papers 38, globADVANTAGE, Polytechnic Institute of Leiria.
    6. Hari Bapuji & Snehanjali Chrispal & Balagopal Vissa & Gokhan Ertug, 2023. "Local, yet global: Implications of caste for MNEs and international business," Journal of International Business Policy, Palgrave Macmillan, vol. 6(2), pages 201-234, June.
    7. Apoorva Ghosh, 2013. "Interpersonal Cross-Cultural Contact," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 38(1-2), pages 81-101, February.
    8. Pornpitakpan, Chanthika, 2000. "Trade in Thailand: A three-way cultural comparison," Business Horizons, Elsevier, vol. 43(2), pages 61-70.
    9. Anne Bartel-Radic & Philippe Mouillot & Danielle A. Taylor, 2019. "Experimental Methods in International Management Research," Post-Print hal-03566121, HAL.
    10. Keisuke Kokubun, 2017. "Organizational Commitment and Rewards in Thailand, with Comparison between University Graduates and Others," Asian Social Science, Canadian Center of Science and Education, vol. 13(6), pages 1-1, June.
    11. Nguyen The Khang & Pham Thi Bich Ngoc, 2018. "Rational and emotional preferred appeals of television commercials for FMCG: Evidence from young adults in Ho Chi Minh city," HO CHI MINH CITY OPEN UNIVERSITY JOURNAL OF SCIENCE - ECONOMICS AND BUSINESS ADMINISTRATION, HO CHI MINH CITY OPEN UNIVERSITY JOURNAL OF SCIENCE, HO CHI MINH CITY OPEN UNIVERSITY, vol. 8(1), pages 37-49.
    12. Pornpitakpan, Chanthika & Han, Jie Hui, 2013. "The effect of culture and salespersons’ retail service quality on impulse buying," Australasian marketing journal, Elsevier, vol. 21(2), pages 85-93.
    13. Luis Alfonso Dau & Grazia D. Santangelo & Arjen Witteloostuijn, 2022. "Replication studies in international business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 53(2), pages 215-230, March.

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