Verslo santykių užmezgimas su užsienio partneriu

LTStraipsnyje pateikiami empirinio tyrimo rezultatai: nagrinėjami veiksniai įtakojantys sėkmingą verslo santykių užmezgimą su Malaizijos verslo partneriu. Atlikus mokslinės literatūros analizę bei išskyrus veiksnius, sudaromas sėkmingo santykių užmezgimo su užsienio verslo partneriu modelis. Atlikus anketinę apklausą, įvertinama Malaizijos verslo kultūra ir specifiniai veiksniai, įtakojantys sėkmingą santykių užmezgimą su šios šalies partneriais. [Iš leidinio]Reikšminiai žodžiai: Verslo santykiai; Santykių užmezgimas; Malaizijos verslo kultūra; Business relationships; Relationships establishment; Malaysian business culture.

ENOver the past few decades significantly improving Asian economy increases the importance of the continent in the world market. For the academics and business representatives this case creates interests in the national and business culture of Asian countries by finding solutions which allows successfully build relationships with Asian business companies. Despite this interest, there is not yet sufficiently systematic theoretical and practical information to use, before entering the Asian market, which allows knowing ex actly the main continent's business cultural elements. This problem becomes particularly acute when an organization operating in Lithuania decides to establish business relations with partners in other business cultures, and foreign business people expect to see specific Lithuanian business organizations, business cultural activities. Increasing globalization destroys sharp differences between countries of different cultures - due to that common culture appears. However, the exploration of certain cultures reveals obvious differences between them. In particular, these differences should be analyzed if the Lithuanian organizations have decided to search for the business partners in other business cultures and want to establish successful business relationship with them. Malaysia is one of the rising and promising Asian countries. A number of authors analyzed the country's business culture-specific features. However, they have presented only the individual elements of the Malaysian business culture. Therefore, we have not found any summarized information for evaluating the Malaysian business culture and the specific factors which should be analyzed in order to establish successful business relationships with any organization in this country.The article analyzes the factors that influence establishment of the successful relationships with the Malaysian companies. In the article, it was used the scientific literature and the summary of the analysis method which determine the factors that influence establishment of successful business relationships. There was made research of earlier studies of scientists, analyzing key business contact success factors; we have summarized the results of these studies. Despite the factors that affect establishment of business relationships, a successful relationship with a foreign business partner model was created. In order to achieve the set objective of the study there were analyzed the factors that influence the success in the establishment of relations with the Malaysian company - due to that an empirical study it was carried out; for the purposes of quantitative analysis method the questionnaire was created. Empirical studies allowed an assessment of Malaysian entrepreneurs approach to business relationships establishment with other business cultures. In this study, the obtained results allow to the Lithuanian organizations become more familiar with Malaysian businessmen customs and habits that can influence the successful establishment of business relationships. [From the publication]