文档介绍：International Journal of Cross Cultural
Management
http://ccm.
A Cross Cultural Study munication Strategies for Building Business
Relationships
Yunxia Zhu, Pieter Nel and Ravi Bhat
International Journal of Cross Cultural Management 2006; 6; 319
DOI:
The online version of this article can be found at:
http://ccm./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: http://ccm./cgi/alerts
Subscriptions: http://ccm./subscriptions
Reprints:
Permissions:
Citations (this article cites 20 articles hosted on the
SAGE Journals Online and HighWire Press platforms):
http://ccm./cgi/content/refs/6/3/319
Downloaded from http://ccm. by Dada Dada on November 11, 2007
© 2006 SAGE Publications. All rights reserved. Not mercial 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 munication 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 munication 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 ess 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 Zealan