TY - JOUR
T1 - Doing business in India
T2 - The role of jaan-pehchaan
AU - Berger, Ron
AU - Barnes, Bradley R.
AU - Konwar, Ziko
AU - Singh, Ramendra
N1 - Publisher Copyright:
© 2020 Elsevier Inc.
PY - 2020/8
Y1 - 2020/8
N2 - 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.
AB - 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.
KW - India
KW - Jaan – pehchaan
KW - Performance
KW - Satisfaction
KW - Social business networks
UR - http://www.scopus.com/inward/record.url?scp=85081254854&partnerID=8YFLogxK
U2 - 10.1016/j.indmarman.2020.03.001
DO - 10.1016/j.indmarman.2020.03.001
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AN - SCOPUS:85081254854
SN - 0019-8501
VL - 89
SP - 326
EP - 339
JO - Industrial Marketing Management
JF - Industrial Marketing Management
ER -