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

• 成果类型: Article
• 署名作者: Shapiro, Jon M.; Ozanne, Julie L.; Saatcioglu, Bige
• 署名单位: Northeastern State University; Virginia Polytechnic Institute & State University
• 刊物名称: JOURNAL OF INTERNATIONAL BUSINESS STUDIES
• ISSN/ISSBN: 0047-2506
• DOI: 10.1057/palgrave.jibs.8400327
• 发表日期: 2008
• 页码: 71-87
• 关键词: cultural sensitivity; cultural knowledge; cultural intelligence; relationship marketing; trust; INTERCULTURAL COMMUNICATION

摘要

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.