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There is a research gap regarding frameworks identifying the specific activities and resources used by companies to build and enhance social ties between them and business actors. The purpose of this paper is to identify those activities and resources and propose a model of them for referring to successive stages of business relationship-building.

Qualitative research was conducted in the form of 16 semi-structured in-depth individual interviews in four companies operating in Poland, representing the construction, chemical, alcoholic beverages and automotive industries.

Resources and activities used by companies to build and strengthen interpersonal bonds within business relationships may be categorised according to the dimension of relationship-focused (RF) vs deal-focused (DF) approach. In the companies analysed, the RF approach appeared dominant, while some symptoms of changes towards a DF approach were observed.

The proposed model of resources and activities used in companies at successive stages of business relationship-building extends the understanding of how high-quality relationships are built. The study is exploratory in nature and aims to inspire further in-depth analyses, including cross-cultural comparisons.

The paper helps managers in their day-to-day management of B2B relationships. It provides particular guidelines for business people seeking a potential business partner in Poland and other countries with a communist past.

The paper’s originality results from combining the behavioural approach to B2B relationships with the concept of the RF vs DF approach. The latter concept is based on the experience and observations of its author and, as such, has so far received limited attention in the literature.

This paper aims to offer a new theory of “inventive negotiation” as a useful alternative to the outdated thinking of the past century.

The literature is reviewed, and a series of stories is used to bolster a new understanding.

The paper is a critique of the theory of integrative bargaining, arguing that it often limits the creative processes that produce long-term relationships with customers. This paper introduces a third theory of negotiation, something the author calls inventive negotiation.

The primary lesson of negotiation courses in American business and law schools suggests a narrow focus on reaching agreements while paying little attention to implementation and the paramount importance of maintaining ongoing commercial relationships. This paper introduces a third theory of negotiation, something the authors call inventive negotiation. It places emphasis on long-term, trusting commercial relationships as the key outcome of negotiation. The theory also posits negotiation as a creative process wherein innovations processes can play a central role. For example, both group diversity and facilitators can aid in producing creative agreements along the way toward mutually profitable business relationships.

Many expatriates have difficulty building a social network that includes locals in Denmark, and they often find themselves in an “expatriate bubble” where they meet mostly with other expatriates. This is unfortunate because much culture learning can be gleaned from interacting with host country nationals, and a lack of contact can negatively influence expatriate well-being and satisfaction. This chapter first focuses on how expatriates build a social network when they are abroad. Interviews with five self-initiated expatriates show key factors that influence the building of a social network, such as attitude and motivation, similarities with the other, location, and cultural differences. Denmark, in particular, seems to be a difficult place to make local friends, compared to many other countries globally. Three main cultural characteristics might explain this difficulty: the homogeneity of Denmark in terms of culture and language, the value of equality that is engrained in Danish mentality, and Denmark being a specific and deal-focused culture. The chapter ends with recommendations for expatriates who do wish to connect with Danes.

The purpose of this study was to explore an innovative strategy for studying the Brazilian negotiator’s unique and paradoxical characteristics from a cultural point of view to acquire a better understanding of the nature of international business negotiations in Brazil.

The study is of a qualitative nature, using a multiple-case study design at three levels (small-, medium- and large-scale negotiations). Interviews were conducted with Brazilian and German managers to capture the emic–etic view of the Brazilian negotiator. The Strategic Trinity Model was developed to assess the behavior of the Brazilian negotiator in agreement with three metaphors: “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior”.

The three roles “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior” comprised similar as well as contradicting characteristics. The Brazilian negotiator chose naturally and even paradoxically from these role features, effectively negotiating any given situation, context and time. During the pre- and post-negotiation phases, traits of the “African Capoeirista” and “Indigenous Warrior” were the most salient. During the formal negotiation phase, however, the characteristics of the “African Capoeirista” and “Portuguese Bureaucrat” dominated.

International business negotiations in Brazil call for an in-depth comprehension of the paradoxical roles that local negotiators take on to achieve better negotiation outcomes.

The present study unveiled the contradicting Brazilian negotiating style in international business negotiations, thus acquiring a better understanding of the negotiation process in the Brazilian market.

The main purpose of the study is to identify the differences and similarities in the communication between B2B participants in cross-cultural environments.

The research methods used in the study are two-fold: the literature analysis is complemented by primary qualitative research conducted in small- and medium-sized enterprises operating in Poland and doing business internationally. The research was focused on two culturally different markets: China and the United States. In the empirical research, the authors used one of the qualitative methods – Individual Depth Interview (IDI).

General findings showed that the strongest influence of culture was identified among older (+50 years old) business partners. The younger ones are eager to adapt and try to understand others' viewpoints. The research results may be used in creating business communication models in the countries researched for companies that plan to enter both American and Chinese markets.

The results of the study may have useful applied managerial value and be used in cooperation between SMEs' B2B business partners, not only from Poland but also from the whole region of Central and Eastern Europe and the United States and China.

The findings may help to understand and communicate with culturally different social groups such as co-workers, students, teachers, etc.

The research presented in the paper covers the gap in the literature because it relates to some new factors (like cultural heritage, age and type of industry) which determine the effectiveness of personal business communication between partners in the international marketplace.

The social context of expatriation is crucial for expatriate success, including for building local host country national (HCN) social network support that can facilitate effective adjustment through information exchange. However, expatriates have particular difficulties in breaking out of the expatriate bubble and building social ties with HCNs in certain countries, especially in Scandinavia. This paper focuses on the case of Denmark and explains why many expatriates find it difficult to make social connections with Danes.

This study involves a meta-ethnography of literature on Danish culture, as well as semistructured interviews with a total of 16 expatriates in Denmark.

Three main cultural elements are identified as crucial for explaining the difficulty expatriates face in connecting with Danes, namely homogeneity, the value placed on equality and the public–private divide. The homogeneity and inward-looking mentality make it more difficult for outsiders to break into the social circle. Outsiders have to earn the trust that is difficult to obtain, reflecting Denmark's high score on GLOBE's institutional collectivism.

In light of the challenges that many expatriates face in creating a new social network abroad, organizations can support them in several ways. The authors discuss context-specific strategies for making new social connections in Denmark, which may be usefully applied in other countries.

This study focuses on the context of expatriate social network formation and shows that cultural differences in socializing affect the ease with which expatriates can make connections with HCNs, who can have a positive impact on expatriate adjustment and performance success.

Given the increasing global significance of Indian markets, multi-national corporations (MNCs) are keen to do business here; however, cross-cultural issues can be barriers in managing human resources (HR) in international businesses. The purpose of this paper is to understand how MNCs can successfully do business in India, with special reference to cross-cultural issues and management of HR.

In-depth interviews were conducted with executives working in MNCs and Indian MNCs based in India and abroad. Respondents were senior professionals, working in diverse sectors and had global work experience for about five years. Majority of the interviews were conducted in Delhi and some were conducted in Singapore. Interviews responses were qualitatively analysed.

Findings reveal that MNCs wanting to do business in India need to have a long-term business focus, a well-defined expatriate policy and deep pockets to experience growth and payoffs on investments. In order to be successful, they need to understand India culturally and geographically, build trusting relationships with HCNs, partner with local players who are familiar with domestic challenges and localize the best practices of the west. Attrition and retention being the major challenges in India, compensation alone is not enough to attract and retain talent. Understanding Indian psyche and offering individuals a unique value proposition such as challenging roles and professional growth is imperative for creating an attractive employer brand in order to win the war for talent.

Though sample size is small, this research has implications for MNCs operating in India or planning to set up Indian operations.

Inferences have been drawn out of primary data collected from senior executives who were handling core MNC operations and sharing their wealth of experience. The findings give fresh insights into the whole issues of MNC management involving cross-cultural and HR issues.

Although high-performance work practices (HPWPs) are considered to have a strong influence over organizational performance, researchers are not unanimous about the exact mechanism through which the impact of HPWS transcends to organizational performance. The purpose of this paper is to explore two explanatory theories (job characteristics theory and psychological impact theory) of HRM and examine their possible mediation effect on the relationship between HPWPs and organizational performance.

Structural equation modeling was used to examine the mediation effect.

Four constituents of job characteristics theory (autonomy, feedback, skill variety and task significance) and two constituents of psychological impact theory (job satisfaction and organization citizenship behavior) reported partial mediation.

The paper is based on primary data collected by author.

The purpose of this paper is to investigate how service firms across two different cultural contexts use their customer involvement capabilities to create competitive advantage. The study further assesses the possible complementarity effect of innovation and involvement capabilities in enhancing firm competitiveness. Lastly, the study draws on the complementarity of capabilities and social institutions to examine whether different cultural contexts explain the use of involvement capability among service firms.

The study sampled service firms from an emerging economy (India) and high-income economy (The UK), which have different cultural contexts (collectivism/individualist) to assess the hypothesized relationship. Data collection processes were adapted to the contexts to optimize reliability and relevance. Multi-group structural equation modeling was used in analyzing the data.

The study finds that cultural contexts explain the positive relationship between customer involvement capability and firm competitiveness such that in collectivist cultures, involvement capability is more positively related to competitiveness but negative in individualistic contexts. However, in both contexts, service firms can through capability bundling increase firm competitiveness. The study found that the complementarity effects of innovation and involvement capabilities were found to be positive in both contexts.

This study departs from previous studies by arguing that customer involvement is a complementary capability that helps exploit the potential of innovation capability of service firms. This study further demonstrates that cultural context defines the effectiveness of involvement capability in achieving firm competitiveness.

The purpose of this study is to determine a comprehensive model of millennial usage of interactive technologies in the current marketing environment based upon actual behavior.

A data mining approach using decision tree analysis (DTA) generates two comparative models (i.e. millennial versus generation X and millennial versus baby boomers) of interactive media usage across 21 technology applications. A large national sample (n=3,289) sourced from the Kantar Retail IQ constitutes the data for the models.

Millennial respondents indicate significantly higher usage of interactive media compared to both generation X and boomers across 14 applications. Models indicate that millennials use interactive technologies for utilitarian/information gathering purposes as well as for entertainment. However, they are less likely to purchase online compared to their older counterparts.

Models provide evidence that both supports and extends previous research into interactive media from a uses and gratifications perspective. Findings suggest theoretical directions for research for economic versus emotional uses of interactive media.

Findings suggest that while millennials are adept at using technology for research and interactive purposes they tend to buy in stores, presenting opportunities for multiple channel marketers and challenges for those who market online exclusively.

The paper provides a realistic, comprehensive empirical model of interactive consumer behaviors across three prominent US cohorts within the current generational cycle.