Abstract
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. INDEPTH 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.© 2018, Facultad de Contaduría y Administración, Universidad Nacional Autónoma de México. All rights reserved. Publication of the article implies full assignment of property rights (copyright) in Journal of Contaduría y Administración. The publication mreserves the right to total or partial reproduction of the work in other print, electronic or any other alternative means, but always recognizing its responsibility.
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