Role conflict and ambiguity confronting transnational business networkers: Contrasting social stigma and relational risks for Chinese and Western boundary spanners

Autor:	Albert Noel Gould, Annie H. Liu, Hongzhi Gao, Minna Rollins
Rok vydání:	2014
Předmět:	Marketing Social stigma business.industry media_common.quotation_subject Face (sociological concept) Stigma (botany) Ambiguity Public relations Role theory Role conflict Institution Business Guanxi media_common
Zdroj:	Industrial Marketing Management. 43:911-919
ISSN:	0019-8501
DOI:	10.1016/j.indmarman.2014.05.005
Popis:	Our research explores the role conflict, ambiguity and resulting social stigma and relational risks that transnational B2B networkers face when facilitating the formation of new exchange dyads between firms from distinct and distant cultures, i.e. Chinese and Western. We integrate literature from institution theory and role theory to establish the comparative framework. This allows us to explore: (1) what stigma and relational risks guanxi brokers assume when facilitating transnational business connections; (2) if Western brokers encounter similar stigma and negative consequences that threaten their professional standing and the formation process; and, (3) the lessons from both that transnational firms can learn and incorporate into best practices. We conclude our paper with managerial implications and suggestions for further research.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::38afcbfe33f528b5c8e40afdbad5c502 https://doi.org/10.1016/j.indmarman.2014.05.005 Zobrazit plný text záznamu Full Text from ScienceDirect