Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
5036718 | Scandinavian Journal of Management | 2017 | 11 Pages |
â¢We investigate how culture could be studied in business marketing research.â¢We apply a constructivist perspective on intercultural business interaction.â¢A model for understanding cultural sensemaking of business interaction is proposed.â¢The model combines a sensemaking approach with narrative and metaphor analysis.
This methodological paper proposes a research model for understanding individual-level cultural sensemaking as regards business interaction in international business-to-business relationships. Culture is treated as knowledge inherited and learned by individuals through their lived experiences and learning in various cultural contexts. The developed research model integrates three complementary methods a sensemaking perspective, narrative research, and a metaphor analysis. Making sense of interpersonal business-to-business interactions rests on talk and meaning making, which represents itself as a process through narrative stories with plots. This narrative form is a basic sensemaking device, in which metaphor analysis is helpful in uncovering underlying cultural meanings. The paper concludes with a critical evaluation of the introduced 'cultural sense-translation' model, including avenues for further research and implications for practice.