Executive insights: building successful export business relationships: a behavioral perspective

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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

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Ketersediaan

Call Number	Location	Available
	PSB lt.dasar - Pascasarjana	1

Informasi Detail

Judul Seri

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No. Panggil

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Penerbit

: American Marketing Association.,

Deskripsi Fisik

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Bahasa

ISBN/ISSN

1069031X

Klasifikasi

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Tipe Isi

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Tipe Media

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Tipe Pembawa

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Edisi

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Subjek

Customer relations
Organizational behavior
Statistical analysis
Market strategy
International markets
Guidelines
US exports

Info Detail Spesifik

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Pernyataan Tanggungjawab

pa

Versi lain/terkait

Lampiran Berkas

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