An analysis of international business-to-business relationships based on the commitment-trust theory

• 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)