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Title: | Doing business in India: The role of jaan-pehchaan |
Authors: | Berger, Ron Barnes, Bradley R. Konwar, Ziko Singh, Ramendra |
Keywords: | India Jaan pehchaan Performance Satisfaction Social business networks |
Issue Date: | 2020 |
Publisher: | SCOPUS Industrial Marketing Management Elsevier Inc. |
Series/Report no.: | 89 |
Abstract: | The study seeks to further advance our understanding of the complexities and challenges facing international managers when conducting business in an Indian context. Drawing on survey data from managers in over 300 companies, the study suggests that in-order to enhance performance in a business-to-business context within India, there is a need to nurture satisfactory business relationships through the practice of Jaan – pehchaan. Specifically, the study revealed that relationship satisfaction and long-term orientation are driven by three behavioral constructs associated with Jaan – pehchaan, i.e., Pehchaan, Len-den and Bharosa and these serve to positively drive business performance. Several managerial and theoretical implications are extracted from the study along with directions for future research. |
Description: | Ron Berger, Sheffield Hallam University, Sheffield, United Kingdom, Max Stern Yezreel Valley College, Israel; Bradley R. Barnes, School of Business, The Hang Seng University of Hong Kong, Hong Kong; Ziko Konwar, CIBUL, Leeds University Business School, The University of Leeds, Leeds, United Kingdom; Ramendra Kumar Singh, Indian Institute of Management Calcutta, Joka, Kolkata, 700104, India ISSN/ISBN - 00198501 pp.326-339 DOI - 10.1016/j.indmarman.2020.03.001 |
URI: | https://www.scopus.com/inward/record.uri?eid=2-s2.0-85081254854&doi=10.1016%2fj.indmarman.2020.03.001&partnerID=40&md5=9b466d61343c58d10e998310cd6db661 https://ir.iimcal.ac.in:8443/jspui/handle/123456789/1116 |
Appears in Collections: | Marketing |
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