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| Author: | Yan, Y. Zhang, S. H. Zeng, F. |
| Title: | The exploitation of an international firm's relational capabilities: an empirical study |
| Journal: | Journal of Strategic Marketing
2010 : OCT, VOL 18:6, p. 473-487 |
| Index terms: | networks trust structural analysis China international business |
| Language: | eng |
| Abstract: | The purpose of the article is to examine the effect of an international firm's co-operative strategies (trust, business network and market futures) on the exploitation of its relational capabilities and business performance. The data for a survey is collected from 320 foreign companies operating in China and analyzed using structural equation modeling. The findings suggest that at least trust and business network do have an impact on the exploitation of relational capabilities, and that this exploitation is likely to result in enhanced performance. |
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