Journal of Business Research ( IF 11.3 ) Pub Date : 2021-03-21 , DOI: 10.1016/j.jbusres.2021.02.062 Shichun Xu , Andy Hao
Firms in an international B2B relationship often simultaneously pursue two types of benefits: Common benefit (cooperation) and private benefit competition). Past literature only examined performance implications of such behavioral tensions. Drawing on Hofstede’s cultural dimensions, this study attempts to build a theoretical model to better understand firms’ behavioral intentions from a cultural perspective in international B2B relationships. Propositions were developed on five dimensions of the cultural framework: individualism/collectivism, uncertainty avoidance, masculinity/femininity, long-term orientation/short-term orientation, and power distance. This model should help firms to select partners with the most compatible objectives and to establish appropriate safeguarding mechanisms based on their behavioral intentions.
中文翻译:
了解民族文化对国际B2B关系中公司的利益寻求行为的影响:概念模型和研究命题
具有国际B2B关系的公司通常同时追求两种类型的利益:共同利益(合作)和私人利益竞争)。过去的文献仅考察了这种行为紧张的表现含义。本研究基于霍夫斯泰德的文化维度,试图建立一种理论模型,以便在国际B2B关系中从文化角度更好地理解企业的行为意图。在文化框架的五个维度上提出了建议:个人主义/集体主义,避免不确定性,男性气质/女性气质,长期取向/短期取向和权力距离。该模型应帮助公司选择目标最兼容的合作伙伴,并根据他们的行为意图建立适当的保障机制。