Dimensions of Jaan-pehchaan and its B2B relationship outcomes
Mon, 03 Apr 2017 09:21:00 BST
The Business School's Strategy and International Business Research Group (SIB) heard Dr Ziko Konwar from University of Leeds present his research on "Dimensions of Jaan-pehchaan and its B2B relationship outcomes".
Ziko is a Lecturer in International Business at the University of Leeds. Prior to joining Leeds, he worked as a Lecturer in International Business at Sheffield Hallam University. He previously worked in IBM Global Business Services and with United Nations Development Fund for Women (UNIFEM), New Delhi.
Ziko's PhD thesis investigated FDI spillover effects in India in the context of foreign ownership modes and sub-national locations. He has explored firm performance issues connected to dynamic marketing capabilities, ownership modes and location choices of MNE affiliates in emerging economies. His research interests are in examining some of the key antecedents and consequences of EMNE internationalisation in developed economies and how level and depth of network ties affect innovation performance in emerging and transition economies. He is jointly developing a framework to capture key aspects of informal institutions that affect the longevity and performance of B2B relationships in India.
Ziko says: "This research study attempts to broaden our understanding of a relevant yet under-researched dimension of business culture in India, jaan-pehchaan. While the role of country-specific norms (e.g. guanxi in China, wasta in Arab countries, svyazi in Russia etc.) and their outcomes for B-2-B relationship has been investigated, the role of jaan-pehchaan as a dynamic inter-personal factor has not been subjected to similar levels of conceptual and empirical investigation. The research develops a measurement scale by disaggregating the most influential constructs of jaan-pehchaan, conducts a survey among executive directors (MNE affiliates and private domestic firms) in India and tests the key hypotheses using covariance-based SEM techniques. The study provides managerial implications for firms doing business in an Indian context, offers academics with a scale for further investigation and provides directions for future research".
Professor John Anchor, Professor of International Strategy, says "Jaan –pehchaan is a much less familiar concept than guanxi or wasta. So it was interesting to be introduced to it. Its applicability to the analysis of alliance formation and alliance management is incontestable."
