Business Communication of a Persuasive Nature - Style Adaptation and Effectiveness during Intercultural Interactions

Elena Pruvli (1)
(1) Estonian Business School , Estonia


Researchers have demonstrated that there are preferred cultural persuasive styles but little empirical research has examined the strategies for adapting persuasive styles in intercultural business interactions. This qualitative study investigates preferred persuasive styles, perceptions of alternative persuasive styles and adaptation strategies among Estonian local municipal managers. This article creates a new path for an explanatory study using a stratified sample by integrating differences in persuasive styles and effective communication theories. The findings introduce how alternative persuasive styles are perceived and how managers adapt to them. The paper offers solutions for adaptation strategies leading to more effective intercultural communication.

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Elena Pruvli (Primary Contact)
Author Biography

Elena Pruvli, Estonian Business School

Elena Pruvli – (a Westminster University, UK graduate), is an international trainer and consultant in intercultural communication. She has designed and performed training workshops for multinationals, governmental institutions, international organisations, academic faculty and entrepreneurs. In the last decade she has conducted intercultural communication courses for European, Indian and Chinese students, and has supervised 50 final master theses on related topics. She is currently a doctorate student and lecturer at Estonian Business School and her research is focused on intercultural communication in a business environment, primarily on the topics of persuasion.

Pruvli, E. (2014). Business Communication of a Persuasive Nature - Style Adaptation and Effectiveness during Intercultural Interactions. Journal of Intercultural Communication, 14(2), 1–18.

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