Mutual commitment and experiential knowledge in international business relationships

• Numerous studies have identified various patterns of behaviour byfirms developing international business relationships, but littleattention has been devoted to empirical studies of the dynamicprocesses within these international business relationships. Thispaper contributes towards a better understanding of how marketknowledge and market commitment are developed insupplier/customer relationships in international markets. It reportsthe empirical testing of a dynamic model of increasing commitmentand experiential knowledge development in international businessrelationships. The model shows that the dynamics of experientialknowledge generation seem to take place mainly in the mutualrelationship development, not so much within the individual firmsthat develop the relationship. The dynamics of the model are that adomestic supplier replaces his business relationships with existingcustomers for other business relationships with customers that aremore embedded in the foreign market. This process shows how thesupplier’s increased knowledge of the business network that aforeign customer is embedded in makes it possible for the supplierto overstep the customer and deal with firms that are moreembedded in the local market. The model thus explicates a processof increasing foreign market involvement.

Ämnesord

SAMHÄLLSVETENSKAP  -- Ekonomi och näringsliv -- Företagsekonomi (hsv//swe)

SOCIAL SCIENCES  -- Economics and Business -- Business Administration (hsv//eng)

Nyckelord

Business studies

Företagsekonomi

Business studies

Företagsekonomi

Publikations- och innehållstyp

vet (ämneskategori)

rap (ämneskategori)