Negotiations are a frequent part of international business. Parties involved in a negotiation face different problems in reaching a successful outcome. When the parties have different cultural backgrounds the faced problems become more complex. The study provides for an understanding of the negotiation and influencing factors in head office subsidiary relationship. The relationship is complex since the head office and the regional subsidiaries have different cultural backgrounds. One case study is performed between a global Dutch company and two of their local subsidiaries in Japan and Korea. A framework for the analysis is developed and the factors that influence the negotiation are identified. The data were compiled from interviews from the Dutch side. The study reveals that the negotiation between the head office and their subsidiaries is complex. Culture is not the only barrier but the cultural awareness becomes critical. Other major influences between the head office and the subsidiaries are the organisation itself, status of the atmosphere and the relationship.

Strukturella reformer har förvandlat Latinamerikas ekonomier från att vara stängda och statsdominerade till att bli mer marknadsorienterade och öppna för resten utav världen. Grundat på den politiska utvecklingen och den ekonomiska tillväxten blir marknaden mer stabil och utgör stora möjligheter för företag som vill satsa utomlands. Men med inträdet på en främmande marknad kommer kulturella utmaningar som kan ställa till problem om man inte ger dem tillräcklig uppmärksamhet. Studiens syfte är att undersöka och beskriva de kulturella skillnaderna som kommer till uttryck när svenska företag är verksamma på den latinamerikanska marknaden och hur de hanterar dessa. De teorier som ligger till grund för analysen handlar om kulturdimensioner, psykisk distans, internationaliseringsprocessen och kulturell träning. Studien är genomförd med en kvalitativ ansats. Det utfördes 11 semistrukturerade intervjuer med representanter från företag som är verksamma på den mexikanska marknaden, och det är individens erfarenheter på denna som ligger till grund för studiens analys och slutsatser. Studien finner att de största kulturella skillnaderna som svenska företag upplever på den mexikanska marknaden är att det finns en större maktdistans och en striktare hierarki. Den mexikanska affärskulturen är relationsbaserad, något som kan vara en hög barriär för svenska företag vid ett inträde på marknaden. Tidsuppfattningen är en kulturell skillnad som kan göra att svenska representanter kan känna en frustration, då man i Mexiko har en långsiktig orientering och inte använder tid som mått som man i Sverige gör. Den mexikanska affärskulturen har en maskulin orientering vilket innebär att arbete och pengar prioriteras framför familj och fritid. Svenska företag hanterar de kulturella skillnaderna bland annat med att etablera ett lokalt bolag eller att anlita en agent för att ta hand om verksamheten åt dem. / Due to structural reforms, the economies of Latin America have changed: From being restricted to their own countries, meaning that other countries have not had much possibility to do business with them and addition to this being dominated by the state, the economies of Latin America are now more open and market-oriented. Based on the political development and economic growth the market is now becoming more stable. The Latin American market represents great possibilities for companies that want to expand their business abroad, but together with the entry on an unknown, foreign market come cultural challenges that may cause problems if they are not given enough attention.This study's purpose is to examine and to describe the cultural differences that appear when Swedish companies operate on the Latin American market, and how they handle them. The theories that form the basis for the analysis are theories about cultural dimensions, psychic distance, the process of internationalization and cultural training.The study is conducted by eleven semi-structured interviews with representatives from companies that are active on the Mexican market, and it is their individual experiences of the market that form the basis for the study’s analysis and conclusions.The conclusion of the study is that the biggest cultural differences that appear when Swedish companies operate on the Mexican market are the higher level of power distance and the more rigid hierarchy on the Mexican market. The business in Mexico is relationship based, something which can create a barrier for the Swedish companies when they enter the market. The Mexican perception of time can lead to frustration as the Mexican business culture has a long-term- orientation, and time is usually not being used as a measurement in the same way as in Sweden. The Mexican business culture also has a masculine orientation which involves that work and money are given a priority above spare time and family. The companies handle the cultural differences, for instance, by establishing a local subsidiary or by turning to an agent who can take charge of their business on the market.

No description available.

När nya politiska regleringar införs på en marknad kan det få konsekvenser för alla aktörer på marknaden. Det kan påverka både deras verksamhet och deras relationer. Syftet med denna uppsats är att få en ökad förståelse för hur relationen mellan företag på försäkringsmarknaden förändras inför en större politisk förändring och vilka faktorer som kan spela in. För att undersöka detta intervjuas företrädare för försäkringsbolag och försäkringsförmedlare inför det kommande direktivet om försäkringsdistribution (IDD). För att undersöka hur relationerna förändrats används en modell av relationen som grundar sig i bland annat Anderson och Narus (1990) forskning om relationens beståndsdelar och hur dessa hänger ihop. För att undersöka vilka faktorer som påverkar hur förändringen går till används en modell av Hadjikhani, Thilenius och Pourmand (2009) som förklarar hur politiska förändringar kan påverka företag, både direkt genom lagstiftning och indirekt via andra företag. Slutsatserna som dras är att: Relationerna mellan försäkringsbolag och försäkringsförmedlare påverkas av regleringar såsom direktivet om försäkringsdistribution (IDD) och att relationen börjar förändras redan innan regleringen trätt i kraft. Vilken relation två företag har till varandra influerar till vilken grad företagen utsätts för direkt och indirekt påverkan inför förändringar i politiska regleringar. Graden av indirekt påverkan de olika företagen utsätts för kan påverka relationen mellan företagen. En politisk förändring kan innehålla både stödjande och tvingande element. / When new political regulations are introduced to a market, they can have consequences for all market players. This can affect both the activities and relationships between them. The purpose of this paper is to gain a better understanding of how the relationship between companies in the insurance market is changing as a consequence of a major political change and which factors can be relevant to this change. To investigate this, representatives from insurance companies and insurance brokers are interviewed about the forthcoming Insurance Distribution Directive (IDD). To investigate how the relationships changed, a model of the relationship, based in, among others, Anderson and Narus (1990) model, which deals with the constituents of a relationship and how they relate to each other. To investigate the factors which influence how the relationship changes, a model of Hadjikhani, Thilenius and Pourmand (2009) is used, which explains how political changes can affect companies, both directly through legislation and indirectly through other companies. The conclusions drawn are that: Relationships between insurance companies and insurance brokers are affected by regulations such as the Insurance Distribution Directive (IDD) and that the relationship begins to change even before the regulation is implemented. The relationship between the companies influences the extent to which companies are exposed to direct and indirect influence as a result of political regulations. The degree of indirect impact on the various companies can affect the relationship between the companies. A political change can contain both supporting and compelling elements.

I takt med den digitala revolutionen har vidden av skivbolagens aktiviteter reducerats. Idag kan individer göra mycket på egen hand som skivbolagen traditionellt sett gjort för sina artister. Rollen som de spelar anses inte vara lika väsentlig i en artists karriär till följd av digitaliseringen.       Syftet med denna studie är att skapa förståelse för hur skivbolagens roll ser ut i en digitaliserad och tjänst-dominerad musikbransch. För att kunna besvara syftet har tre semistrukturerade intervjuer utförts, varav en består av två respondenter. Intervjuerna genomfördes med skivbolagen Universal Music, Amuse och ett independent bolag i Stockholm.      Studiens empiri visar att aktiviteterna som skivbolag utför är anpassat utefter digitala medier, samt att alla respondenter menar att även om artister i dagsläget kan göra allting själva, är det lättare att lyckas med hjälp av ett skivbolag.      Slutsatserna som nåtts är att skivbolagens roll ser ut på det viset att de är artisternas partner, som innebär att de är med dem, och inte för dem. Rollen skivbolagen har i en digitaliserad och tjänst-dominerad musikbransch innebär att de erbjuder artisterna kunskap, kontakter och kapital. Skivbolagens roll har försvagats inom de traditionella aktiviteterna marknadsföring och distribution, och anses istället finnas som stöd och komplement inom dessa aktiviteter. Skivbolagens roll har istället blivit viktigare när det gäller att upptäcka, bygga samt driva artisternas karriärer. / With the digital revolution, the scope of record labels’ activities have been reduced. Today, individuals can do a lot on their own, that record labels have traditionally done for their artists. The role they played is not considered as important in the career of an artist today, due to digitization.      The aim of this essay is to examine and create insight on how record labels’ role looks like in a digitalized and serice-dominated music industry. To do this, three interviews have been carried out, whereof one interview included two respondents. The interviews were held with the record labels Universal Music, Amuse and an independent label in Stockholm.      The results show that the activities that record labels perform are adjusted according to digital media. The results also show that all of the respondents claim that even though artists today can do everything on their own, it is easier to succeed with the help of a record label.      The conclusion is that the record labels’ role is that they are partners with their artists, which means that they are with them, and not for them. The role record labels have in a digitalized and service-dominated music industry is that they offer knowledge, connections and capital to their artists. The record labels’ role has been weakened within the traditional activities marketing and distribution. Instead, they are regarded as existing as a support and complement within these activities. The record labels’ role has therefore become more important in finding, building and operating artists’ careers.

This thesis analyzes the development and current state of the Indian economy, its strengths but also weaknesses that prevent further development. Included is the development of the economy since independence in 1947 till present, current development of the most important macroeconomic indicators and the structure of the economy. The second part analyzes involvement of India in foreign trade and FDI inflows into the country. Next chapter analyzes the trade relations of India and the Czech Republic. Evaluates the importance of mutual business partnership and defines additional opportunities and promising sectors for Czech exporters and entrepreneurs in order to expand trade relations. The last chapter describes specific cultural traits that influence doing business in India. Defines the basis of culture, which should lead to its better understanding and gives specific advices for successful trading in the country.

The thesis deals with the current trends in the Czech-Chinese trade relations. The first chapter deals with the development of the Chinese economy in the new millennium after its entry into the WTO, through dealing with the consequences of the economic crisis to Chinese priorities and objectives within the current 12th five-year plan. The second chapter describes the development of mutual Czech-Chinese trade in goods and services from the beginning of the 21st century, including the current situation. In the third part, the thesis informs the potential Czech enterprises about the business environment of the PRC, its perspective sectors and regions, the Czech institutional support or possible forms of entry to the Chinese market. In the practical part, the thesis analyzes the business of the Czech company Linet in the People's Republic of China, whose experiences are compared with the theoretical work. The end of the third chapter deals with the prospects for mutual business relations between the Czech Republic and the PRC, which the author of the thesis sees mainly at EU or Central and Eastern Europe macro-region level.

No description available.

Actualmente, las empresas invierten en diversas herramientas de gestión en busca de generar mayores resultados empresariales, por lo que la comunicación corporativa y el canal juegan un papel importante para fortalecer las relaciones con los stakeholders. Teniendo esto en cuenta, la presente investigación se plantea como propósito mostrar las posturas principales que generan controversia sobre qué canal de comunicación tiene mayor impacto en los resultados empresariales en organizaciones de diversos sectores, como el hotelero, de servicios, entre otros. Cabe mencionar que estos estudios fueron publicados entre el periodo 2015-2020. Los resultados obtenidos de los artículos presentados mencionan el uso del canal digital y del tradicional para comunicar a las partes interesadas temas como responsabilidad social, comunicación interna (endomarketing), comunicación externa y marketing, así como sobrellevar situaciones de crisis y mitigar las barreras de comunicación que pueden darse al momento de interactuar comercialmente en el mercado internacional. En lo referente a las conclusiones del estudio, algunos autores se orientaron por generar relaciones comerciales empleando los canales digitales como redes sociales, inteligencia artificial, sesiones online, entre otros, a fin de conseguir mejores resultados empresariales. Mientras que otros autores abordaron la comunicación tradicional para fortalecer las relaciones con cercanía y empatía, pues afirmaron que de ese modo se obtienen mejores resultados en el desempeño empresarial. / Currently, companies seek to generate greater business results by investing in various management tools, where corporate communication and the channel play an important role in strengthening relationships with stakeholders. The purpose of this article is to show the main positions that generate controversy about which communication channel has a greater impact on business results in organizations from various sectors such as hotels, services, among others. It is worth mentioning that these studies were published between 2015 and 2020. The results obtained from the articles make mention of the use of the digital channel and the traditional channel to communicate to stakeholders issues such as social responsibility, internal communication (endomarketing), external communication and marketing, and to cope with crisis situations as well as mitigate the barriers of communication that can occur when interacting commercially in the international market. Finally, the conclusions of the study, some authors are oriented to generate commercial relationships using digital channels such as social networks, artificial intelligence, online sessions, among others to have better business results. While other authors are oriented by traditional communication to strengthen relationships with closeness and empathy, they affirm that in this way better results are obtained in business performance. / Trabajo de Suficiencia Profesional

This research article will explore the effects of how a societal crisis like covid-19 has affected the real estate agent's ability to create and maintain trust in their clients. The real estate agent's job involves meeting a lot of people physically, in the office, at the customer's home, or at viewings. This is to mediate housing but also to act as an advisor and guide the parties in their housing situation, which is why high demands are placed on communication. This study discusses how digitalisation and a new pattern of social behavior have contributed to a different way of working. This, mainly from a broker's perspective, but also highlights the individual as well as the organization's importance in changing business relationships. The study also addresses issues such as lack of interpersonal communication skills as a result of the pandemic's pressure on social distancing and the development of digitalisation. The work is based on a qualitative survey with semi-structured interview techniques in collaboration with active brokers from Spain and Sweden. The results of the study show that in a societal crisis, it is important that the industry, as well as the broker, is adaptable in its approach when there is a change in demand and the external environment. The study emphasizes that being knowledgeable, responsive, and honest are important components of the broker's actions to create trust. Most important of all, during the pandemic, has been to create security through feedback and to constantly maintain a dialogue with the customer, in order to maintain trust during these critical times. Finally, the study shows many similarities regarding the cornerstones of building trust during the Pandemic, with few differences between Sweden and Spain such as that foreign brokers, during and even before the pandemic were used to more personal contact with their buyer customers. The main differences that are illustrated are that even before the covid-19-pandemic, Spain had an edge over digital solutions, which made it easier for brokers in Spain to meet societal restrictions, and that about 30 percent of the properties were sold entirely at a distance.