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Executive insights: building successful export business relationships: a behavioral perspective
Although the US has been one of the leading actors in international trade, limited evidence exists as to individual US company relationships with overseas customers. On the basis of a sample of 201 US exporting manufacturers, a comparison between harmonious and problematic foreign business relationships is drawn. The findings reveal that, as opposed to problematic cases, firms with harmonious relationships are more experienced, employ more people, and exhibit more active behavior toward conducting their foreign business. Such firms sell to a greater number of export markets, deal with more foreign customers, and obtain more orders. The study also shows that harmonious relationships with overseas customers are distinguished by greater dependence, trust, understanding, commitment, communication, and cooperation but less distance, uncertainty, and conflict between the parties. The article provides export management with a set of guidelines for establishing, developing, and sustaining successful export business relationships.Printed Journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | : American Marketing Association |
|---|---|
| Edisi | - |
| Subjek | Customer relations Organizational behavior Statistical analysis Market strategy International markets Guidelines US exports |
| ISBN/ISSN | 1069031X |
| Klasifikasi | - |
| Deskripsi Fisik | - |
| Info Detail Spesifik | - |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas | Tidak Ada Data |