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Can B2B relations research be initiated by a smaller partner? |
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środa, 03 październik 2007 |
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Of course, but they seldom do. It is easy. B2B relations research is a pretty advanced management technique. Organizations have to grow up to it. Only when they are bigger they realize how important the relations are. This makes them even bigger. So paradoxically answer to the title question could be: “no because if you initiate B2B research you are already the bigger partner, at least in relation with this partner”. Once our savoir-vivre counselor Kamyczek was once asked who should first say “Good morning”? The answer was clever as usual – the one who has better manners. It is similarly with the initiative who should initiate the research.
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Rationality asymmetry |
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piątek, 03 sierpień 2007 |
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The notion of Rationality asymmetry was first introduced by a renowned Polish sociologist - prof. Jagwiga Staniszkis. In her book, The Power of Globalization, she writes about flattening the historical time into the universal time of Western civilization, in terms of economic and political systems. Simply put: what is deemed rational in the UK might not be seen as such in Poland, as the two countries have reached a different level of cultural development. In my opinion, the same phenomenon applies to management. When a Western corporation starts business in Poland, it is possible to observe the rationality assymetry. What is rational in the eyes of an MNC, might not be considered rational in the eyes of a small Polish company. It is our task to translate those rationalities and studying Polish companies in this respect.
Of course, a similar phenomenon can be observed in human development. There are no good, universal movies for children and adults (although the creators of the Shrek series might beg to differ). What is rationally good for kids is usually boring for their parents, and what is good for parents is usually irrational, or even harmful, for their kids. This is why responsible parents don't allow their children to what TV indiscriminately. And this is why responsible CEOs and managers do not apply human practices that proved useful in the UK, to Poland.
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sobota, 21 lipiec 2007 |
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Every Chief Marketing Officer with a considerable experience and success history in developed countries can prove entirely helpless in Poland. Instead of driving the sales of the products, he or she can drive the company to disaster.
Corporations want to sell. Taking that simple fact into consideration it would make perfect sense to send someone with a good marketing record to sell products in Poland. Yet, the results might be opposite to expectations due to the difference in sales culture development. It is very hard to adpat sales strategies from one cultural level to another. Usually, is requires the understanding of both cultures and the means of transcending the borders between them. These compentencies are, unfortunately, very uncommon and underestimated.
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