Managing business relationship development : a cross cultural perspective
Autor(a) principal: | |
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Data de Publicação: | 2009 |
Tipo de documento: | Artigo |
Idioma: | eng |
Título da fonte: | Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
Texto Completo: | http://hdl.handle.net/10400.5/10048 |
Resumo: | Cross-cultural issues have been put forward to explain the high failure rate among American firms doing business in China and vice versa. This study focuses on investigating the strategic orientations and behaviors of subsidiaries in business relationship development (BRD) for multinational firms with bases in both countries. In particular, it explores how local managers perceive the effectiveness of BRD and cope with issues between the parent company and the local environment. The study conducted multiple-case studies, based on examination of documents, observation and extensive interviews with local managers from four multinational firms. It provides an integrated perspective for increasing the success of BRD for a subsidiary's manager dealing with interactions between the organizational culture of its parent company and the subsidiary's environment. The research focuses on understanding how organizational culture may conflict with a subsidiary's local environment and affect the local manager's strategic orientation, which in turn produces different performance expectations. |
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Managing business relationship development : a cross cultural perspectiveCross-CulturalSubsidiary's Strategic OrientationRelationship DevelopmentCross-cultural issues have been put forward to explain the high failure rate among American firms doing business in China and vice versa. This study focuses on investigating the strategic orientations and behaviors of subsidiaries in business relationship development (BRD) for multinational firms with bases in both countries. In particular, it explores how local managers perceive the effectiveness of BRD and cope with issues between the parent company and the local environment. The study conducted multiple-case studies, based on examination of documents, observation and extensive interviews with local managers from four multinational firms. It provides an integrated perspective for increasing the success of BRD for a subsidiary's manager dealing with interactions between the organizational culture of its parent company and the subsidiary's environment. The research focuses on understanding how organizational culture may conflict with a subsidiary's local environment and affect the local manager's strategic orientation, which in turn produces different performance expectations.Instituto Superior de Economia e GestãoRepositório da Universidade de LisboaCheng-Lung, Li2015-11-04T10:14:19Z20092009-01-01T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articleapplication/pdfhttp://hdl.handle.net/10400.5/10048engCheng-Lung, Li (2009). "Managing business relationship development : a cross cultural perspective". Portuguese Journal of Management Studies, XIV(2):123-148info:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2023-03-06T14:40:25Zoai:www.repository.utl.pt:10400.5/10048Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-19T16:56:34.607067Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse |
dc.title.none.fl_str_mv |
Managing business relationship development : a cross cultural perspective |
title |
Managing business relationship development : a cross cultural perspective |
spellingShingle |
Managing business relationship development : a cross cultural perspective Cheng-Lung, Li Cross-Cultural Subsidiary's Strategic Orientation Relationship Development |
title_short |
Managing business relationship development : a cross cultural perspective |
title_full |
Managing business relationship development : a cross cultural perspective |
title_fullStr |
Managing business relationship development : a cross cultural perspective |
title_full_unstemmed |
Managing business relationship development : a cross cultural perspective |
title_sort |
Managing business relationship development : a cross cultural perspective |
author |
Cheng-Lung, Li |
author_facet |
Cheng-Lung, Li |
author_role |
author |
dc.contributor.none.fl_str_mv |
Repositório da Universidade de Lisboa |
dc.contributor.author.fl_str_mv |
Cheng-Lung, Li |
dc.subject.por.fl_str_mv |
Cross-Cultural Subsidiary's Strategic Orientation Relationship Development |
topic |
Cross-Cultural Subsidiary's Strategic Orientation Relationship Development |
description |
Cross-cultural issues have been put forward to explain the high failure rate among American firms doing business in China and vice versa. This study focuses on investigating the strategic orientations and behaviors of subsidiaries in business relationship development (BRD) for multinational firms with bases in both countries. In particular, it explores how local managers perceive the effectiveness of BRD and cope with issues between the parent company and the local environment. The study conducted multiple-case studies, based on examination of documents, observation and extensive interviews with local managers from four multinational firms. It provides an integrated perspective for increasing the success of BRD for a subsidiary's manager dealing with interactions between the organizational culture of its parent company and the subsidiary's environment. The research focuses on understanding how organizational culture may conflict with a subsidiary's local environment and affect the local manager's strategic orientation, which in turn produces different performance expectations. |
publishDate |
2009 |
dc.date.none.fl_str_mv |
2009 2009-01-01T00:00:00Z 2015-11-04T10:14:19Z |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://hdl.handle.net/10400.5/10048 |
url |
http://hdl.handle.net/10400.5/10048 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.relation.none.fl_str_mv |
Cheng-Lung, Li (2009). "Managing business relationship development : a cross cultural perspective". Portuguese Journal of Management Studies, XIV(2):123-148 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Instituto Superior de Economia e Gestão |
publisher.none.fl_str_mv |
Instituto Superior de Economia e Gestão |
dc.source.none.fl_str_mv |
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instname_str |
Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
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RCAAP |
institution |
RCAAP |
reponame_str |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
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Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
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Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
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