Understanding cultural sensemaking of business interaction: A research model

Maria Ivanova-Gongne and Jan-Åke Törnroos

Scandinavian Journal of Management, 2017, vol. 33, issue 2, 102-112

Abstract: 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.

Keywords: Business interaction; Intercultural research; Sensemaking; Narratives; Metaphor analysis (search for similar items in EconPapers)
Date: 2017
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:scaman:v:33:y:2017:i:2:p:102-112

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DOI: 10.1016/j.scaman.2017.04.001

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