Philipp Paulus and Katrin Muehlfeld
The purpose of this paper is to analyze the relationship between host country (HC) language skills, fear of terror, and cross-cultural adjustment (CCA) of expatriates based in…
Abstract
Purpose
The purpose of this paper is to analyze the relationship between host country (HC) language skills, fear of terror, and cross-cultural adjustment (CCA) of expatriates based in host countries with different terrorist threat levels.
Design/methodology/approach
Integrating the expatriate adjustment framework by Black et al. (1991) with social identity theory-based literature, this study first, theorizes about the effects of both fear of terror and HC language proficiency on CCA and, second, puts forward the moderating effect of the actual terrorist threat level on the relationship between HC language proficiency and fear of terror. Hypotheses are tested using survey data of 116 expatriates based in host countries with different threat levels.
Findings
HC language proficiency is positively associated with CCA. Yet, it is also positively associated with fear of terror, which is, in turn, negatively related to CCA. Consequently, the beneficial effect of HC language skills on CCA is reduced in environments where expatriates experience significant fear of terror. While the actual threat level has a direct positive effect on fear of terror, it also positively moderates the relationship between HC language proficiency and fear of terror.
Originality/value
This study extends prior literature on expatriation to dangerous environments by zooming in on a specific type of risk factor associated with international assignments, i.e., terrorism, and by integrating HC language proficiency and fear of terror as important factors, which may influence CCA in contexts in which expatriates experience significant fear of terror.
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Keywords
Klaus Backhaus and Katrin Muehlfeld
Industrial marketing covers a broad range of heterogeneous products and services. In response to this heterogeneity, researchers have developed a variety of systematisations of…
Abstract
Purpose
Industrial marketing covers a broad range of heterogeneous products and services. In response to this heterogeneity, researchers have developed a variety of systematisations of transactions on industrial markets. These systematisations have provided insights for the identification of different types of transaction processes (business types), and for deriving type‐specific marketing recommendations. Based on this literature, the paper considers the consequences of interpreting the typological criteria as variables that can be influenced by the transaction parties, instead of treating them as data.
Design/methodology/approach
Transaction cost economics provides the main theoretical foundations. Focusing on seller‐initiated strategy, the paper develops a conceptual framework for shifts between business types that are derived based on differing degrees and horizons of asset specificity.
Findings
The paper proposes a conceptual framework and discusses technological and contractual ways of implementing shifts between business types. A central implication of the dynamic perspective is the idea of asset specificity as a choice variable.
Research limitations/implications
First, this research is conceptual. Future empirical research is needed regarding the proposed framework as a whole as well as individual hypotheses. Second, based on our qualitative considerations, more formal models could possibly be applied as useful complements in further analysis of some of the raised issues.
Practical implications
Fundamental changes in market offerings in the form of shifts between business types are common elements of marketing practice, with recent examples in the automotive industry and the IT sector. The paper offers a framework for systematically considering such shifts.
Originality/value
The paper extends existing (static) business types frameworks by incorporating a dynamic perspective.
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Luisa Helena Ferreira Pinto, Benjamin Bader and Tassilo Schuster