Show simple item record

dc.contributor.authorVoldnes, Gøril
dc.contributor.authorGrønhaug, Kjell
dc.date.accessioned2016-11-24T09:16:08Z
dc.date.accessioned2016-12-08T12:23:09Z
dc.date.available2016-11-24T09:16:08Z
dc.date.available2016-12-08T12:23:09Z
dc.date.issued2015
dc.identifier.citationInternational Journal of Emerging Markets 2015, 10(4):837-857nb_NO
dc.identifier.issn1746-8817
dc.identifier.urihttp://hdl.handle.net/11250/2424621
dc.description-This is peer reviewed post print version.nb_NO
dc.description.abstractPurpose The purpose of this paper is to investigate how buyers and sellers in cross-cultural business relationships manage cultural differences to ensure functional, successful business relationships. Failure to consider specific cultural issues may lead to the failure of business ventures crossing national borders. To succeed in today’s global business market, it is critically important to understand and manage cultural differences. Adapting to each other’s cultures is one way of managing cultural differences between business actors. Design/methodology/approach A qualitative, explorative approach examining both sides of the exchange dyad was adopted to obtain insight into adaptation as perceived by both buyer and seller. Findings The results of this study indicate that mainly Norwegian sellers adapt to the Russian culture and way of conducting business. This is explained by power asymmetry between partners, as well as cultural barriers and lack of cultural sensitivity from the Norwegian partners. Still, the business relationships function well. Practical implications Knowledge of and applying strategies for managing cultural differences should be helpful for business managers engaged or planning to engage in business ventures with Russia and Norway – especially those doing so for the first time. Originality/value The study provides new and important information about West-East business relationships and how to manage cultural differences in cross-cultural business relationships. The study shows that business relationships can function well in spite of the absence of some factors previously found to have detrimental effects on these relationships. In addition, the study investigates both sides of the buyer-seller dyad, which is a limitation in previous studies of adaptation.nb_NO
dc.language.isoengnb_NO
dc.publisherEmerald Insightnb_NO
dc.subjectRussianb_NO
dc.subjectRelationship qualitynb_NO
dc.subjectBuyer-seller relationshipsnb_NO
dc.subjectNorwaynb_NO
dc.subjectAdaptationnb_NO
dc.subjectManaging cultural differencesnb_NO
dc.titleCultural Adaptation in Cross-National Buyer-Seller Relationships - a study of Russian Buyers and Norwegian Sellers of Seafoodnb_NO
dc.typeJournal articlenb_NO
dc.typePeer reviewednb_NO
dc.date.updated2016-11-24T09:16:08Z
dc.rights.holder© Emerald Group Publishing Limited 2015nb_NO
dc.source.pagenumber463-469nb_NO
dc.source.volume10nb_NO
dc.source.journalInternational Journal of Emerging Marketsnb_NO
dc.source.issue4nb_NO
dc.identifier.doi10.1108/IJoEM-11-2012-0152
dc.identifier.cristin1230359
dc.relation.projectNofima AS: 10029nb_NO


Files in this item

Thumbnail

This item appears in the following Collection(s)

Show simple item record