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Managing Dissolution in Chinese-German Buyer-Seller Relationships

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journal contribution
posted on 05.06.2017, 04:23 by Freeman, Susan, Browne, Emma, Edwards, Ron
This study extends our understanding of relationship dissolution by conceptualising the link between national culture and dissolution communication strategies. A single case study of the management of relationship dissolution with Chinese partners was conducted, from an interpretive Western perspective, focusing on the German disengaging company and an Australian pilot survey. Results suggest that even minimal cultural sensitivity to the disengagee may result in a less damaging dissolution outcome for the disengager by avoiding blaming the disengagee and discussing issues collectively. International managers need to employ culturally sensitive dissolution strategies when dealing with international partners in order to minimise negative impacts and leave options open for a future re-establishment of the relationship, thereby achieving a "culturally sensitive dissolution".


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Department of Management

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