Understanding cultural sensemaking of business interaction: A research model

A1 Journal article (refereed)

Internal Authors/Editors

Publication Details

List of Authors: Maria Ivanove-Gongne, Jan-Åke Törnroos
Publisher: Elsevier
Publication year: 2017
Journal: Scandinavian Journal of Management
Journal acronym: SJM
Volume number: 33
Issue number: 2
Start page: 102
End page: 112
eISSN: 0956-5221


methodological paper proposes a research model for understanding
individual-level cultural sensemaking as regards business interaction in
international business-to-business relationships. Culture is treated as
knowledge inherited and learned by individuals through their lived
experiences and learning in various cultural contexts. The developed
research model integrates three complementary methods a sensemaking
perspective, narrative research, and a metaphor analysis. Making sense
of interpersonal business-to-business interactions rests on talk and
meaning making, which represents itself as a process through narrative
stories with plots. This narrative form is a basic sensemaking device,
in which metaphor analysis is helpful in uncovering underlying cultural
meanings. The paper concludes with a critical evaluation of the
introduced ‘cultural sense-translation’ model, including avenues for
further research and implications for practice.


business interaction, Intercultural marketing management, Narrative approach, sensemaking

Last updated on 2020-05-08 at 05:27