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An analysis of international business-to-business relationships based on the commitment-trust theory
Karlstad University, Faculty of Economic Sciences, Communication and IT, Service Research Center. Karlstad University, Faculty of Economic Sciences, Communication and IT, Department of Psychology. Karlstad University, Faculty of Economic Sciences, Communication and IT, The Service and Market Oriented Transport Research Group.ORCID iD: 0000-0002-7475-680X
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2002 (English)In: Industrial Marketing Management, 31, 403-409Article in journal (Refereed)
Abstract [en]

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.

Place, publisher, year, edition, pages
2002.
Keyword [en]
Relationship business, Service, Internationalization
National Category
Psychology
Research subject
Psychology
Identifiers
URN: urn:nbn:se:kau:diva-16860OAI: oai:DiVA.org:kau-16860DiVA: diva2:590455
Available from: 2013-01-21 Created: 2013-01-21 Last updated: 2015-01-29

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Friman, Margareta
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Service Research CenterDepartment of PsychologyThe Service and Market Oriented Transport Research Group
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CiteExportLink to record
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Citation style
  • apa
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