کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1027525 1483454 2015 12 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Intercultural competences and interaction schemes — Four forces regulating dyadic encounters in international business
ترجمه فارسی عنوان
شایستگی های بین فرهنگی و طرح های تعامل نیروهای چهارگانه در مواجهه بین المللی در تجارت بین المللی
کلمات کلیدی
مواجهه بین فرهنگی، اثر متقابل، شایستگی بین فرهنگی، نظریه ی انطباق، کسب و کار بین المللی، روابط تجاری
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
چکیده انگلیسی


• We examine international business encounter behavior and schemes from a psychological perspective.
• We introduce a model on intercultural encounter dynamics and inherent regulating forces driving individual-level consistency.
• High consistency level increases proximity behavior and thus facilitates trust creation and success.
• Low consistency level increases avoidance behavior and facilitates failure as it does not facilitate trust creation.
• Intercultural competences and learning assist in increasing consistency.

Intercultural competences are highly valued in international business (IB) as antecedents to building trust, whereas a lack of them and problems concerning cultural sensitivity have been identified as major reasons for failure. And yet, there is very little research on trust building and interaction on the level of the individual, particularly from the viewpoint of interaction dynamics and the individual's behavioral schemes. This paper approaches the rudiments that regulate individuals' behavior in dyadic IB encounters from a psychological perspective. It integrates Grawe's consistency theory from psychology into intercultural competence literature and analyzes interaction dynamics. As a result, it proposes a conceptual model introducing novel forces for behavior and motivation in IB encounters. The model comprises four forces that are based on the basic needs that regulate interaction towards proximity or avoidance behavior. Based on the model, we present propositions linking consistency, motivational schemes, and encounter outcomes.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Industrial Marketing Management - Volume 48, July 2015, Pages 38–49
نویسندگان
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