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Paper info: National culture and its influence on dissolution communication strategies in Western versus Asian business relationships

Title


National culture and its influence on dissolution communication strategies in Western versus Asian business relationships

Authors


Emma Browne, Susan Freeman and
Terje Ingebrigt Vaaland
Norwegian School of Management
Norway
Terje Ingebrigt Vaaland

Place of Publication


The paper was published at the 18th IMP-conference in Perth, Australia in 2002.

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Abstract


The objective of this conceptual paper is to identify the communication strategies thatare available to companies when dissolving cross-cultural buyer-seller relationships inorder to achieve effective dissolution outcomes. After the Introduction we address theimportance of communication dissolution, and we propose a typology of availablecommunication strategies. The third section emphasises the importance ofunderstanding cultural diversity in business relationships in general and dissolution inparticular. This is placed into a framework that reflects generic business cultures. In thefollowing two sections we propose two related conceptual frameworks. The firstaddresses different conflict management styles that bridge the gap between dissolutioncommunication strategies and the cultural context of which the actors are embedded.The second is a conceptual model for analysing dissolution process in a cross-culturalbusiness relationship context.