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2009 | International Marketing and Business in the CEE Markets | 359--385
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Doing Business with Lithuania - Towards a Franco-German Community of Practice

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In our previous research, we demonstrated that French and German managers in SMEs developed the necessary intercultural competences to do business in the Baltic countries (Glowik, Morace, 2006) and more specifically in Lithuania (Morace, Gourv?s-Hayward & Glowik, 2007). After conducting 90-minute semi-structured interviews in 8 French and 9 German SMEs, we identified, categorised and analysed the intercultural competences demonstrated in the transcripts, using Byram's intercultural communicative competence (ICC) model and the universal value orientation models, or cultural dimensions, particularly used in intercultural management research. The synchronic categorisation provided by Byram's model was then completed by Demorgon's multiperspectivist theory, which situated the specific intercultural competences required for management in a broader context by adding, diachrony, levels, fields, self-organisation and strategy to the variable of synchrony. The intercultural management competence model which we created by combining these three approaches allowed us to identify three specific intercultural management competences (Proficient, Intermediate and Novice) and correlate them with three intercultural business behaviour profiles. (...)The aim of the present article is to revisit this data, in order to analyse whether French and German managers have different ways of entering the Lithuanian market and whether these differences are linked to intercultural skills. (fragment of text)
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