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An interpretive examination of the development of cultural sensitivity in international business

Author

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  • Jon M Shapiro

    (College of Business and Technology, Northeastern State University, Broken Arrow, OK, USA)

  • Julie L Ozanne

    (R. B. Pamplin College of Business, Virginia Tech, Blacksburg, VA, USA)

  • Bige Saatcioglu

    (R. B. Pamplin College of Business, Virginia Tech, Blacksburg, VA, USA)

Abstract

Cultural sensitivity is assumed to be important in international business, yet little empirical work explores how cultural sensitivity actually develops. In-depth interviews with buyers from the Asian Pacific Rim were conducted, and support was found for a four-stage model of cross-cultural sensitivity in which buyers move through the stages of romantic sojourner, foreign worker, skilled worker, and partner. This paper explores the development and evolution of cultural sensitivity as it interacts with trust and development of international business relationships. Journal of International Business Studies (2008) 39, 71–87. doi:10.1057/palgrave.jibs.8400327

Suggested Citation

  • Jon M Shapiro & Julie L Ozanne & Bige Saatcioglu, 2008. "An interpretive examination of the development of cultural sensitivity in international business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 39(1), pages 71-87, January.
    • Handle: RePEc:pal:jintbs:v:39:y:2008:i:1:p:71-87
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    Citations

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    Cited by:

    1. Arp, Frithjof, 2013. "Typologies: What types of foreign executives are appointed by local organisations and what types of organisations appoint them?," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 27(3), pages 167-194.
    2. François Maon & Adam Lindgreen, 2015. "Reclaiming the Child Left Behind: The Case for Corporate Cultural Responsibility," Journal of Business Ethics, Springer, vol. 130(4), pages 755-766, September.
    3. Ilya R. P. Cuypers & Charmi Patel & Gokhan Ertug & Jiatao Li & Youtha Cuypers, 2022. "Top management teams in international business research: A review and suggestions for future research," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 53(3), pages 481-515, April.
    4. Mette Zølner, 2014. "Voices on HRM Practices: Employee Interpretations at the Subsidiary of a Danish MNC in Bangalore," International Journal of Business and Social Research, LAR Center Press, vol. 4(11), pages 43-59, November.
    5. Mette Zølner, 2014. "Voices on HRM Practices: Employee Interpretations at the Subsidiary of a Danish MNC in Bangalore," International Journal of Business and Social Research, MIR Center for Socio-Economic Research, vol. 4(11), pages 43-59, November.
    6. Bloemer, Josée & Pluymaekers, Mark & Odekerken, Armand, 2013. "Trust and affective commitment as energizing forces for export performance," International Business Review, Elsevier, vol. 22(2), pages 363-380.
    7. Ratan J. S. Dheer & Carolyn P. Egri & Len J. Treviño, 2021. "A cross-cultural exploratory analysis of pandemic growth: The case of COVID-19," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 52(9), pages 1871-1892, December.
    8. Candy Lim Chiu & Han-Chiang Ho & Zhengqiao Xie & Qi Wu & Yuqi Yuan, 2024. "Culturally mixed co-branding product framing in China: the role of cultural sensitivity, product quality, and purchase probability," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-14, December.
    9. Peter J. Buckley & Malcolm Chapman & Jeremy Clegg & Hanna Gajewska-De Mattos, 2014. "A Linguistic and Philosophical Analysis of Emic and Etic and their Use in International Business Research," Management International Review, Springer, vol. 54(3), pages 307-324, June.
    10. Chua, Roy Y.J. & Morris, Michael W. & Mor, Shira, 2012. "Collaborating across cultures: Cultural metacognition and affect-based trust in creative collaboration," Organizational Behavior and Human Decision Processes, Elsevier, vol. 118(2), pages 116-131.
    11. Joerg Bueechl & Markus Pudelko & Nicole Gillespie, 2023. "Do Chinese subordinates trust their German supervisors? A model of inter-cultural trust development," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 54(5), pages 768-796, July.
    12. Dawn Y. Chow & Lai Si Tsui-Auch, 2020. "Coping with Commodification: Hybrid strategies in Asian law firms," Asia Pacific Journal of Management, Springer, vol. 37(3), pages 763-793, September.
    13. Klassen, Robert D. & Shafiq, Asad & Fraser Johnson, P., 2023. "Opportunism in supply chains: Dynamically building governance mechanisms to address sustainability-related challenges," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 171(C).
    14. Pisani, Niccolò & Muller, Alan & Bogăţan, Paula, 2018. "Top Management Team Internationalization and Firm-level Internationalization: The Moderating Effects of Home-region Institutional Diversity and Firm Global Focus," Journal of International Management, Elsevier, vol. 24(3), pages 239-256.
    15. Muethel, Miriam & Hoegl, Martin, 2012. "The influence of social institutions on managers’ concept of trust: Implications for trust-building in Sino-German relationships," Journal of World Business, Elsevier, vol. 47(3), pages 420-434.
    16. Gao, Qiuling & Cui, Lin & Lew, Yong Kyu & Li, Zijie & Khan, Zaheer, 2021. "Business incubators as international knowledge intermediaries: Exploring their role in the internationalization of start-ups from an emerging market," Journal of International Management, Elsevier, vol. 27(4).
    17. Katiuscia Vaccarini & Barbara Pojaghi, 2015. "Capitalizing on Cultural difference: A Cross-Disciplinary Outlook from Social Psychology to International Business," Working Papers 1508, c.MET-05 - Centro Interuniversitario di Economia Applicata alle Politiche per L'industria, lo Sviluppo locale e l'Internazionalizzazione, revised Jun 2015.
    18. Felício, J. Augusto & Meidutė, Ieva & Kyvik, Øyvin, 2016. "Global mindset, cultural context, and the internationalization of SMEs," Journal of Business Research, Elsevier, vol. 69(11), pages 4924-4932.
    19. Søderberg, Anne-Marie & Krishna, S. & Bjørn, Pernille, 2013. "Global Software Development: Commitment, Trust and Cultural Sensitivity in Strategic Partnerships," Journal of International Management, Elsevier, vol. 19(4), pages 347-361.
    20. Fang, Tony & Samnani, Al-Karim & Novicevic, Milorad M. & Bing, Mark N., 2013. "Liability-of-foreignness effects on job success of immigrant job seekers," Journal of World Business, Elsevier, vol. 48(1), pages 98-109.
    21. Murray, Janet Y. & Fu, Frank Q., 2016. "Strategic guanxi orientation: How to manage distribution channels in China?," Journal of International Management, Elsevier, vol. 22(1), pages 1-16.
    22. Ananthram, Subramaniam & Chan, Christopher, 2013. "Challenges and strategies for global human resource executives: Perspectives from Canada and the United States," European Management Journal, Elsevier, vol. 31(3), pages 223-233.
    23. James B. Box & Judith A. Converso & Efosa Osayamwen, 2015. "Transforming Leaders Through Cultural Intelligence," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 9(2), pages 23-40.
    24. Cathrine Linnes, 2020. "Embracing the Challenges and Opportunities of Change Through Electronic Collaboration," International Journal of Information Communication Technologies and Human Development (IJICTHD), IGI Global, vol. 12(4), pages 37-58, October.

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