Managerial sensemaking of interaction within business relationships A cultural perspective
Ivanova, Maria; Torkkeli, Lasse (2013-08-12)
Post-print / Final draft
European Management Journal
School of Business and Management
Copyright © 2013 Elsevier Ltd.
Our aim is to fill this gap by investigating how deeply held cultural schemas contribute to managerial sensemaking of the interaction events in business-to-business relationships between firms from emerging and developed economies. We apply the narrative approach coupled with metaphor analysis to study the sensemaking of managers from two Finnish SMEs and the managers of their Russian partner firms engaged in mutual dyadic business-to-business relationships. Our results indicate that the cultural background of managers plays a major role in their sensemaking capabilities.
Furthermore, we find the managers to have significant culturally based differences in their managerial understanding of the business interaction. The results contribute to the understanding of culture’s role in business-to-business relationships and interaction between managers with differing cultural backgrounds. This increased understanding can further help to mitigate misunderstandings between managers from developed and emerging economies.
Ivanova Maria, Torkkeli Lasse. (2013). Managerial sensemaking of interaction within business relationships: A cultural perspective. European Management Journal, Vol. 31, Issue 6. p. 717-727. DOI: 10.1016/j.emj.2013.07.007
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