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An analysis of inte...
An analysis of international business-to-business relationships based on the commitment-trust theory
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- Friman, Margareta (författare)
- Karlstads universitet,Centrum för tjänsteforskning,Avdelningen för psykologi,SAMOT
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Gärling, T. (författare)
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Millett, B. (författare)
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visa fler...
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Mattsson, J. (författare)
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Johnston, R. (författare)
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visa färre...
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(creator_code:org_t)
- 2002
- 2002
- Engelska.
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Ingår i: Industrial Marketing Management, 31, 403-409.
- Relaterad länk:
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https://urn.kb.se/re...
Abstract
Ämnesord
Stäng
- Business-to-business relationships are characterized by an exchange between two or more parties. Research has identified several factors that enhance marketing and management in business relationships, mainly with a focus on large manufacturing firms. However, less is known about how service firms develop and maintain international relations during the establishment of a business. To analyze the relevance of the key mediating variable model (Morgan and Hunt 1994) which maintains that business-to-business relationship requires commitment and trust, interviews were conducted with five different service entrepreneurs in Sweden, Australia, and the UK. The findings demonstrate the importance of commitment, trust, relation termination costs and benefits, shared values, and communication between the exchange partners.
Ämnesord
- SAMHÄLLSVETENSKAP -- Psykologi (hsv//swe)
- SOCIAL SCIENCES -- Psychology (hsv//eng)
Nyckelord
- Relationship business
- Service
- Internationalization
- Psykologi
- Psychology
Publikations- och innehållstyp
- ref (ämneskategori)
- art (ämneskategori)
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