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Affärsvärldens kameleont: En studie på B2B nivå om interkulturella kompetenser hos en salesmanager
Linnaeus University, School of Business and Economics, Department of Marketing.
Linnaeus University, School of Business and Economics, Department of Marketing.
2013 (Swedish)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
Abstract [sv]

Syftet med denna uppsats är att öka förståelsen för de kompetenser en internationellsalesmanager behöver för att hantera interkulturella möten. Därför ska de kulturellaskillnader som kan uppstå i interkulturella sammanhang samt olika sätt att hantera dessaundersökas. För att uppnå syftet med studien har följande huvudproblem formulerats: Hur påverkar en Salesmanagers kompetenser dennes förmåga att hantera kulturskillnader vid kommunikation av internationell försäljning? Det teoretiska fält som använts innefattar salesmanagerns roll i en global värld och de kapitalsom krävs av denne; kulturella lager samt interkulturell kompetens.

Studiens metod har varitkvalitativ med en deduktiv ansats, kombinerat med en fallstudie på Norden Machinery AB. I den empiriska delen framställs respondenterna i en jämförelse till varandra, följt av analysendär empirin tolkas utifrån teorin.

Studiens slutsats påvisar att en salesmanagerns kompetenser i hög grad påverkar dennes medvetenhet av och förmåga att hantera de kulturella skillnader som uppstår vid interkulturella möten. Avslutningsvis framhäver vi det teoretiska gap vi funnit inom ämnet och det teoretiska bidrag vi tillfört, lyfter fram förslag till framtida forskning samt ger praktiska rekommendationer till företaget.

Abstract [en]

The purpose of this paper is to increase the understanding of the skills an international salesmanager needs to manage intercultural encounters. Therefore, the cultural differences that may arise in intercultural contexts, and ways to manage those will be examined. In order toachieve the purpose of the study, following main problem were formulated: How does a salesmanager’s competences affect his ability to deal with cultural differences of communication in international sales? The theoretical framework used includes the sales manager’s role in a global world and thedifferent capitals required by him; layers of culture and intercultural competence.

The study's methodology is qualitative and has a deductive approach, combined with a case study on Norden Machinery AB. In the empirical part the respondents are put into comparison witheach other, followed by analysis in which empirical data interpreted with the theoretical framework.

The study's conclusion indicates that sales managers’ skills greatly influence their awarenessof, and ability to deal with cultural differences that arise in intercultural encounters. Finally,we present the theoretical gap we found within the subject and the theoretical contribution wefound as well as suggestions for future research and practical recommendations for the company.

Place, publisher, year, edition, pages
2013. , 78 p.
Keyword [en]
Sales management, business relationships, global mindset, cultural differences, intercultural communication, intercultural competence
Keyword [sv]
Salesmanagement, affärsrelationer, globalt tankesätt, kulturella skillnader, interkulturell kommunikation, interkulturell kompetens
National Category
Business Administration
Identifiers
URN: urn:nbn:se:lnu:diva-27108OAI: oai:DiVA.org:lnu-27108DiVA: diva2:633098
Subject / course
Business Administration - Other
Educational program
International Business Programme, 180 credits
Supervisors
Examiners
Available from: 2013-06-26 Created: 2013-06-25 Last updated: 2013-06-26Bibliographically approved

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CiteExportLink to record
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Citation style
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