scholarly journals A cross-cultural perspective on relational exchange

2017 ◽  
Vol 32 (7) ◽  
pp. 937-950 ◽  
Author(s):  
Minna Jukka ◽  
Tatiana Andreeva ◽  
Kirsimarja Blomqvist ◽  
Kaisu Puumalainen
Keyword(s):  
Grid Method ◽  
Cultural Background ◽  
Repertory Grid ◽  
Cross Cultural ◽  
Relational Exchange ◽  
Content Type ◽  
Business Partners ◽  
Relational Norms ◽  
Repertory Grid Method

Purpose This study aims to examine relational norms in cross-cultural business settings. Cross-cultural business partners may differ in their normative orientations toward relational exchange. Owing to the high extent of international trade, there is a need for developing a more nuanced understanding of cross-cultural relational exchange. Design/methodology/approach The repertory grid method was used to elicit the personal constructs characterizing the perceptions of business-to-business (B2B) relational exchange for 22 Russian and Finnish managers. These items were further categorized into categories of relational elements drawn from relational exchange literature using a content analysis. Then, the category means of scored importance and scored evaluations of domestic and foreign business partners were tested statistically. Findings Relational norms of flexibility, information exchange, long-term orientation, mutuality and solidarity were equally important to both Russian and Finnish managers. The importance of a business partner’s ability seems to be culturally dependent. Sharing the same cultural background might have an adverse effect when evaluating poorly functioning business relations. Research limitations/implications The validity of these findings is limited to this context and material. Future research should repeat cross-cultural comparisons of the relational norms with more data and other nationalities. Practical implications Firms should focus on long-term orientation and mutual targets to form well-functioning cross-cultural business relationships. Originality/value This study provides new knowledge into B2B marketing literature by revealing the role of relational norms, business partner’s ability and shared cultural background on functionality of cross-cultural business relations. It also demonstrates the use of the repertory grid method in studying perceptions of relational norms.

The antecedents of relational capital in key exporter-importer relationships

2016 ◽  
Vol 33 (2) ◽  
pp. 196-218 ◽  
Author(s):  
Dario Miocevic
Keyword(s):  
Survey Methodology ◽  
Value Added ◽  
Ordinary Least Squares ◽  
The Body ◽  
Institutional Distance ◽  
Relational Capital ◽  
Relational Exchange ◽  
Content Type ◽  
Relational Norms

Purpose – During their process of going international, small and medium-sized manufacturing firms seek to establish long-term relationships with key importers in order to minimize the risks of doing business in a foreign market. In the process of establishing long-term relationships, exporters aim to create relational capital with key importers. Yet, the body of international marketing literature that addresses the importance of relational capital in exporter-importer (E-I) relationships is still underdeveloped. The purpose of this paper is to examine the influence of relational norms on relational capital in key E-I relationships under the moderating influence of formal and informal institutional distance. The study’s conceptual framework was developed by integrating relational exchange and institutional theories. Design/methodology/approach – The study was carried out by using a survey methodology. Data were obtained by questionnaire from a sample of 122 small and medium-sized exporters from the manufacturing industry in Croatia. In order to test the hypotheses, the ordinary least squares technique was employed. Findings – The findings support the hypotheses, implying that the development of relational capital requires relational efforts in terms of reliance and relational bonding norms. Additionally, the empirical data suggest that the dimensions of formal and informal institutional distance significantly moderate the relationships between relational norms and relational capital. Originality/value – The value-added of this study is embedded within the theoretical framing and empirical testing of the antecedents of relational capital in key E-I relationships in the context of the institutional distance between partners, which has been neglected by previous studies in the field.

Evaluation of the Repertory Grid Method in Studies of Locals' Attitude towards Tourism Development Processes

1994 ◽  
Vol 26 (6) ◽  
pp. 957-972 ◽  
Author(s):  
Y Mansfeld ◽  
O Ginosar
Keyword(s):  
Tourism Development ◽  
Grid Method ◽  
Past Research ◽  
Repertory Grid ◽  
Personal Construct ◽  
Personal Construct Theory ◽  
Advantages And Disadvantages ◽  
Repertory Grid Method ◽  
Attitudes And Perceptions ◽  
Construct Theory

In this paper the possibility of employing personal construct theory and the repertory grid method in studies of local attitudes towards tourism development from both a theoretical and methodological perspective is assessed. This work follows on from a critical review of the research methods used in past research works which dealt with the question of attitudes and perceptions of local communities toward tourism development in their localities. A case study of local attitudes and perceptions towards tourism development in tourist settlements, over four tourism development stages in Israel, is used to discuss the advantages and disadvantages of personal construct theory and the repertory grid method in tourist environmental cognition studies. Subsequently, methodological conclusions and suggestions about how to overcome the problems which arise in this study are drawn.

Unpacking the organizational impacts of enterprise mobility using the repertory grid technique

2018 ◽  
Vol 28 (1) ◽  
pp. 143-168 ◽  
Author(s):  
Yi Wang ◽  
Yang Chen ◽  
Tengteng Zhu ◽  
Danming Lin
Keyword(s):  
Grid Method ◽  
Structured Interview ◽  
Repertory Grid ◽  
Mobile Technologies ◽  
Content Type ◽  
Organizational Contexts ◽  
Mobility Performance ◽  
It Impacts ◽  
Prior Literature ◽  
Value Of It

Purpose The purpose of this paper is to analyze the organizational impacts of enterprise mobility and the configurations of mobile information technology (IT) impacts in companies with various value creation logics. Design/methodology/approach An exploratory approach combining semi-structured interview and repertory grid method was used to evaluate managers’ perspectives on the effects of mobile technologies. Findings The qualitative findings unearth managers’ perspectives about the organizational impacts of enterprise mobility, which are categorized into six intermediary dimensions and two fundamental impacts. A further analysis of material collected from interviews also shows the differential context-related configurations of mobile IT impacts in companies. Research limitations/implications This study contributes to literature on the business value of IT in general and mobile IT in particular by examining managers’ cognitive constructions of the organizational impacts of enterprise mobility and highlighting the complexity and context-related variety of mobile IT impacts. Practical implications This study provides valuable insights for managers and decision makers that enterprise mobility shows promise in enhancing a firm’s operational and marketing performance. Originality/value Different from prior literature, this study is an exploratory attempt to investigate complex enterprise-mobility-performance relationship and preliminarily uncovers that the mechanisms with which mobile IT influences firm performance vary in different organizational contexts.

Sommelier training – Dialogue seminars and repertory grid method in combination as a pedagogical tool

2018 ◽  
Vol 13 ◽  
pp. 78-89 ◽  
Author(s):  
Anders P.F. Herdenstam ◽  
Asgeir Nikolai Nilsen ◽  
Åsa Öström ◽  
Robert J. Harrington
Keyword(s):  
Grid Method ◽  
Repertory Grid ◽  
Pedagogical Tool ◽  
Repertory Grid Method

A Repertory Grid Method of Studying Groups

1970 ◽  
Vol 117 (538) ◽  
pp. 309-318 ◽  
Author(s):  
J. P. Watson
Keyword(s):  
Grid Method ◽  
Repertory Grid ◽  
Repertory Grid Method

A repertory grid is obtained when a person compares and rates a set of ‘elements' in terms of an appropriate set of ‘constructs', using a consistent procedure throughout (Slater, 1964). The elements may be the names of real or imaginary people, qualities, or activities, in fact any group of items to all of which each construct is logically applicable.

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