Understanding the impact of national culture on firms’ benefit-seeking behaviors in international B2B relationships: A conceptual model and research propositions

Shichun Xu and Andy Hao

Journal of Business Research, 2021, vol. 130, issue C, 27-37

Abstract: 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.

Keywords: National culture; B2B; Common benefit; Private benefit; Coopetition (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (5)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:130:y:2021:i:c:p:27-37

DOI: 10.1016/j.jbusres.2021.02.062

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