Resumo

DE LA GARZA CARRANZA, María Teresa  e  EGRI, Carolyn P. Small business experience between Canada and Mexico. Contad. Adm [online]. 2009, n.227, pp.93-114. ISSN 0186-1042.

This research study examines the relationships between small Canadian firms and Mexican companies with a particular interest in the competencies and personal experience of entrepreneurs doing business with Mexico. In-depth interviews were conducted with fourteen Canadian businessmen in British Columbia, a Western province of Canada. Qualitative analysis of the interviews suggests that environmental scanning is an important competency for starting internationalization initiatives, as well as having a clear vision of the goals and strengths of the business. The leadership style of these managers is generally inspirational and visionary, as suggested by Bass (1999). Further, the cultural sensitivity of Canadian entrepreneurs is favorable toward Mexican businesspersons. Successful business relationships are based on developing trading partners, and we identify behaviors from Mexican companies that are viewed as facilitating or hindering building business relationships.

Palavras-chave : International entrepreneurship; cultural intelligence; small business; Canada and Mexico.

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