The role of cultural differences in the dynamic of a relationship. The case of Italian and Chinese companies

Loretta Battaglia, Giancarlo Nadin, Luca Gobbini

Risultato della ricerca: Contributo in libroContributo a convegno

Abstract

Intercultural differences have been identified as one of the main reasons of failure in business relationships with Chinese companies. Objective of this work-in-progress (wip) paper is to deepen the understanding of the business relationship process among Italian and Chinese companies to ultimately define the do’s and don’ts Italian companies should follow to establish long lasting relationships with Chinese ones. This understanding is related to communication, interaction and management aspects of the business relationship. This wip paper is made of two parts, a first one related to the theoretical approach, where we explain culture, communication and negotiation. A second part is related to the empirical research.
Lingua originaleEnglish
Titolo della pubblicazione ospiteProceedings of the 20th IMP Conference
Pagine1-15
Numero di pagine15
Stato di pubblicazionePubblicato - 2004
Evento20th IMP Conference, Copenhagen, Denmark - Copenhagen
Durata: 1 set 20044 set 2004

Convegno

Convegno20th IMP Conference, Copenhagen, Denmark
CittàCopenhagen
Periodo1/9/044/9/04

Keywords

  • China
  • business marketing
  • intercultural communication
  • marketing
  • network
  • relationships

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