Verbal communication: an essential factor in international trade

Sandra Ribeiro, M. Ferro
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Abstract

Establishing a business relationship is a complex action influenced by different variables. When we approach the international context, the complexity becomes even greater, with communication between commercial actors playing a crucial role. In this sense, the promotion of effective and unimpeded verbal communication between international partners is crucial for the success of any transaction. It is in this context that economics of language gains relevance, allowing the inclusion of the language spoken by the commercial partners as one of the explanatory factors of international trade, assuming in the explanatory gravitational models of trade flows between countries the role of facilitator of trade exchanges or, on the contrary, of an obstacle to the commercial relationship. Studies in the area of economics of language reveal that economic relations are strongly influenced by language, but language choices can also be influenced by economic factors, which is why this is a bilateral relationship. The study we present here focuses on how verbal communication (measured according to linguistic proximity, that is, a greater or lesser degree of similarity between the language spoken by two business partners) influences the commercial relations established in an international context. In this study, we conclude that, based on data on the volume of Portuguese exports in 2015, the ease of verbal communication with the trading partner has a positive influence on the increase in trade in empirical terms, this conclusion is corroborated by the fact that Spain is Portugal's main trading partner. We conclude that the language factor is not being well used by the Portuguese State, as the linguistic proximity could be used to increase Portuguese exports, namely with the countries that compose the Community of Portuguese Speaking Countries (CPLP) and with those that integrate the Southern Common Market (Mercosur).
语言交际是国际贸易中必不可少的因素
建立业务关系是一个复杂的过程,受到各种变量的影响。当我们接近国际背景时,复杂性变得更加复杂,商业行为者之间的沟通起着至关重要的作用。从这个意义上说,促进国际伙伴之间有效和畅通的口头交流对任何交易的成功都至关重要。正是在这种背景下,语言经济学获得了相关性,允许将商业伙伴所说的语言作为国际贸易的解释因素之一,在解释国与国之间贸易流动的引力模型中假设贸易交流的促进者的作用,或者相反,商业关系的障碍。语言经济学领域的研究表明,经济关系受到语言的强烈影响,但语言选择也会受到经济因素的影响,这就是为什么这是一种双边关系。我们在这里提出的研究侧重于口头交流(根据语言接近度来衡量,即两个商业伙伴所说的语言之间或多或少的相似程度)如何影响在国际背景下建立的商业关系。在本研究中,我们根据2015年葡萄牙出口量的数据得出结论,从实证角度来看,与贸易伙伴的口头沟通便利程度对贸易增长有积极影响,西班牙是葡萄牙的主要贸易伙伴这一事实也证实了这一结论。我们的结论是,葡萄牙国家没有很好地利用语言因素,因为语言上的接近可以用来增加葡萄牙的出口,即与组成葡语国家共同体(CPLP)的国家和那些整合南方共同市场(Mercosur)的国家。
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