search query: @author Williams, J. D. / total: 3
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| Author: | Williams, J. D. Han, S-L. Qualls, W. J. |
| Title: | A conceptual model and study of cross-cultural business relationships |
| Journal: | Journal of Business Research
1998 : JUN, VOL. 42:2, p. 135-143 |
| Index terms: | CORPORATE CULTURE STATISTICAL METHODS INTERNATIONAL TRADE MODELS |
| Language: | eng |
| Abstract: | Business-to-business marketing relationships have taken on a variety of names, ranging from long-term relationships, buyer-seller partnerships, strategic alliances, joint ventures, network organizations, to fully integrated hierarchical firms, cross-marketing agreements, etc. In spite of the plethora of terms used to describe business relationships, little is known about what determines a successful business relationship. The paper develops a conceptual model of cross-cultural business relationships. An exploratory study was conducted to examine the impact of social and structural bonding as determinants of business relationship performance. The study found that knowledge of cultural orientation and its relationship to the social and structural bond that exists btw. partners is a key predictor of long-term commitment in cross-national business relationships. |
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