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Exporter–importer relationship quality: The inhibiting role of uncertainty, distance, and conflict
The article examines the impact of uncertainty, distance, and conflict on key elements comprising the quality of the relationship between U.S. industrial exporters and their overseas customers. Information received from 151 manufacturers revealed that these three parameters play a significant negati...
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Published in: | Industrial marketing management 2006-07, Vol.35 (5), p.576-588 |
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container_title | Industrial marketing management |
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creator | Leonidou, Leonidas C. Barnes, Bradley R. Talias, Michael A. |
description | The article examines the impact of uncertainty, distance, and conflict on key elements comprising the quality of the relationship between U.S. industrial exporters and their overseas customers. Information received from 151 manufacturers revealed that these three parameters play a significant negative role in building sound relationship quality, in terms of adaptation, commitment, communication, cooperation, satisfaction, trust, and understanding — which, in turn, may inhibit the firm's progression along the internationalization path. Specifically, an inverse association was found between uncertainty, distance, and conflict, on one hand, and commitment, cooperation, and satisfaction, on the other. In addition, in relationships characterized by high uncertainty, adaptation, communication, trust, and understanding were low. In high distance relationships, communication was insufficient, and in high conflict situations, trust and understanding were low. Several managerial implications are extracted from the study, as well as directions for future research. |
doi_str_mv | 10.1016/j.indmarman.2005.06.012 |
format | article |
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Information received from 151 manufacturers revealed that these three parameters play a significant negative role in building sound relationship quality, in terms of adaptation, commitment, communication, cooperation, satisfaction, trust, and understanding — which, in turn, may inhibit the firm's progression along the internationalization path. Specifically, an inverse association was found between uncertainty, distance, and conflict, on one hand, and commitment, cooperation, and satisfaction, on the other. In addition, in relationships characterized by high uncertainty, adaptation, communication, trust, and understanding were low. In high distance relationships, communication was insufficient, and in high conflict situations, trust and understanding were low. 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ispartof | Industrial marketing management, 2006-07, Vol.35 (5), p.576-588 |
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language | eng |
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source | International Bibliography of the Social Sciences (IBSS); ScienceDirect Journals |
subjects | Business relationship Business relationships Communication Conflict Cooperation Exporters Exporting Exports Importers Imports Industrial marketing Industrial markets Industry International marketing International markets Internationalization Management Marketing Studies U.S.A Uncertainty Vendor supplier relations |
title | Exporter–importer relationship quality: The inhibiting role of uncertainty, distance, and conflict |
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