Barnes, B.R. and Leonidou, L.C. and Talias, M. (2006) Exporter-Importer Relationship Quality: The Inhibiting Role of Uncertainty, Distance and Conflict. Industrial Marketing Management, 35 (5). pp. 576-588. ISSN 0019-8501.
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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. (c) 2006 Elsevier Inc. All rights reserved.
|Subjects:||H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management|
|Divisions:||Faculties > Social Sciences > Kent Business School|
|Depositing User:||B.R. Barnes|
|Date Deposited:||16 Sep 2008 21:25|
|Last Modified:||14 Jan 2010 14:34|
|Resource URI:||http://kar.kent.ac.uk/id/eprint/9250 (The current URI for this page, for reference purposes)|
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