A Cross Cultural Study of Communication Strategies 2016.pdfVIP

International Journal of Cross Cultural Management A Cross Cultural Study of Communication Strategies for Building Business Relationships Yunxia Zhu, Pieter Nel and Ravi Bhat International Journal of Cross Cultural Management 2006; 6; 319 DOI: 10.1177/1座机电话号码 The online version of this article can be found at: /cgi/content/abstract/6/3/319 Published by: Additional services and information for International Journal of Cross Cultural Management can be found at: Email Alerts: /cgi/alerts Subscriptions: /subscriptions Reprints: /journalsReprints.nav Permissions: /journalsPermissions.nav Citations this article cites 20 articles hosted on the SAGE Journals Online and HighWire Press platforms : /cgi/content/refs/6/3/319 Downloaded from by Dada Dada on November 11, 2007 ? 2006 SAGE Publications. All rights reserved. Not for commercial use or unauthorized distribution. CCM International Journal of Cross Cultural 2006 Vol 6 3 : 319–341 Management A Cross Cultural Study of Communication Strategies for Building Business Relationships Yunxia Zhu University of Queensland, Australia Pieter Nel Unitec New Zealand Ravi Bhat Unitec New Zealand ABSTRACT This study aims to explore communication strategies for relationship building across cultures from a linguistic as well as a culture-specific perspective. Specifically, it sees business relationships as part of social capital and compares communication strategies used to build relationships in sales firms. The research method is based on a discourse analysis of interviews with business managers, which also incorporates their success stories. In the analysis, relationship building is divided into two stages: the initiating stage and the maintaining stage. It has been found that more interpersonal strategies have been employed by Chinese and Indian business managers when initiating a business relationship. In contrast, the New Zealand and South African managers tend to use more impersonal communication strate