Cultural sensitivity, information exchange and relationship quality: the case of Vietnamese exporters and their Asian vs European importers.
Research has shown that, to achieve successful longtermbusiness relationships, firms should be sensitiveto foreign partners' cultures and must be willing toshare information with their partners. Despite theimportance of this issue, little research has beenundertaken, firstly, to examine the relationshipsamong these two factors and relationship quality, andsecondly, in the context of foreign partners' differingcultural backgrounds. To bridge this gap, thisresearch attempts to examine the relationshipsbetween cultural sensitivity, information exchangeand relationship quality between Vietnameseexporters and their foreign importers. In addition, theresearch investigates the strengths of theserelationships for two groups of importers, Asian andEuropean. A model hypothesising the relationshipsbetween these factors and relationship quality wasdeveloped. A random sample of 288 Vietnameseexporting firms, of which 134 were doing businesswith Asian importers and 154 with Europeanimporters, were surveyed to test the model via multigroupanalysis in structural equation modelling. Theresults show that the model had an acceptable fit tothe data and all the hypotheses were supported. Theresults also indicate that there was no difference interms of the strengths of the relationships betweenAsian and European importers. Implications forbusiness firms and directions for future research arealso addressed.
Year of publication: |
2005
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Authors: | Barrett, N. J ; Nguyen, T. ; Nguyen, T. T |
Publisher: |
American Economic Association |
Saved in:
freely available
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