Assessing the impact of culture on relationship creation and network formation in emerging Asian markets

Abstract

Purpose

The purpose of this article is to develop an alternative approach to researching the impact of culture on relationship creation and network formation in Asian markets.

Design/methodology/approach

A conceptual approach is taken.

Findings

The paper has argued that in Asian markets culture can be better understood on the basis of cultural groupings (e.g. ethnic grouping) than on politically defined and artificially created national boundaries. The assessment and comparison of cultural differences and similarities in Asia can be conducted by using an “enlarged” emic approach. Given the idiosyncratic nature of relationships and the increasing significance of the emic contexts enriched by globalisation, the proposed approach is likely to generate a better understanding of the impact of culture on relationship creation and network formation in emerging Asian markets.

Practical implications

Managers doing business in emerging Asian markets need to go beyond traditional national culture stereotypes to capture cultural diversities and paradoxes in terms of, for example, ethnic culture, regional culture, professional culture, and emerging global culture groupings within and across national borders.

Originality/value

Differing from the “either/or” nature of the mainstream scholarship which tends to bipolarise national cultures, this paper emphasises the “both/and” character of Asian cultures which intrinsically embrace paradoxes in philosophies, values, and behaviours. The paper has suggested that an “enlarged” emic approach to cross‐cultural clustering and comparison be used in Asian contexts to better understand the workings of relationship creation and network formation in emerging Asian markets.

Citation

Fletcher, R. and Fang, T. (2006), "Assessing the impact of culture on relationship creation and network formation in emerging Asian markets", European Journal of Marketing, Vol. 40 No. 3/4, pp. 430-446. https://doi.org/10.1108/03090560610648138