Managing business relationships in New Zealand and China: A semantic perspective

Zhu, Y. (2009) Managing business relationships in New Zealand and China: A semantic perspective. Management International Review, 49 2: 225-248. doi:10.1007/s11575-008-0137-2


Author Zhu, Y.
Title Managing business relationships in New Zealand and China: A semantic perspective
Journal name Management International Review   Check publisher's open access policy
ISSN 0938-8249
Publication date 2009-04-01
Year available 2009
Sub-type Article (original research)
DOI 10.1007/s11575-008-0137-2
Open Access Status Not Open Access
Volume 49
Issue 2
Start page 225
End page 248
Total pages 24
Editor Klaus Macharzina
Place of publication Germany
Publisher Gabler, Verlag
Language eng
Subject 1503 Business and Management
910402 Management
C1
Abstract This paper investigates communication strategies for building business relationships from a semantic perspective (culture-specific interpretation of meanings). The research method is based on discourse analysis of interviews with the New Zealand and Chinese managers. This study suggests that using a semantic perspective provides in-depth analysis of the managers' discourse of target cultures, which complements the prevalent approach of using cultural dimensions. New Zealand and Chinese managers prefer different sets of semantic frames for constructing business relationships. Furthermore, Chinese business managers tend to use interpersonal strategies to initiate a business relationship while New Zealand managers employ inter-group strategies. Both cultures, however, employed interpersonal communication strategies in the maintaining stage.
Keyword Business Relationship
semantic perspective
New Zealand
China
Q-Index Code C1
Q-Index Status Confirmed Code

Document type: Journal Article
Sub-type: Article (original research)
Collections: 2010 Higher Education Research Data Collection
UQ Business School Publications
 
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Citation counts: TR Web of Science Citation Count  Cited 11 times in Thomson Reuters Web of Science Article | Citations
Scopus Citation Count Cited 15 times in Scopus Article | Citations
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Created: Thu, 03 Sep 2009, 18:06:20 EST by Mr Andrew Martlew on behalf of UQ Business School