TY - JOUR
T1 - Understanding cultural sensemaking of business interaction: A research model
AU - Ivanova-Gongne, Maria
AU - Törnroos, Jan-Åke
PY - 2017
Y1 - 2017
N2 - This 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.
AB - This 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.
KW - Intercultural marketing management
KW - Narrative approach
KW - business interaction
KW - sensemaking
KW - Intercultural marketing management
KW - Narrative approach
KW - business interaction
KW - sensemaking
KW - Intercultural marketing management
KW - Narrative approach
KW - business interaction
KW - sensemaking
U2 - 10.1016/j.scaman.2017.04.001
DO - 10.1016/j.scaman.2017.04.001
M3 - Artikel
SN - 0956-5221
VL - 33
SP - 102
EP - 112
JO - Scandinavian Journal of Management
JF - Scandinavian Journal of Management
IS - 2
ER -