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| Author: | Buckley, P. Glaister, K. Husan, R. |
| Title: | International Joint Ventures: Partnering Skills and Cross- Cultural |
| Journal: | Long Range Planning
2002 : APR, VOL. 35:2, p. 113-134 |
| Index terms: | MULTINATIONAL COMPANIES JOINT BUSINESS VENTURES CULTURE SKILLS MANAGEMENT |
| Language: | eng |
| Abstract: | Touching on the Chinese-style guanxi cooperation via business networks, this article looks at an array of skills identified by managers themselves from a sample of 20 Anglo-European JVs to offer new perspectives on the partnering skills needed for success in international joint ventures (IJVs). Analysing managers' comments, four categories of skills are identified: those needed by the parent-partners, those required for the partners to 'downward' manage the IJV managers, the "upward management" skills of IJV managers in dealing with their originating partners, and those of managing the IJV itself: with the third of these isolated as a skill too often unrecognized. The article presents a matrix to examine the four categories of skill in the context in which each are used. |
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