search query: @author Eriksson, K. / total: 7
reference: 3 / 7
| Author: | Chetty, S. Eriksson, K. |
| Title: | Mutual commitment and experiential knowledge in mature international business relationship |
| Journal: | International Business Review
2002 : JUN, VOL. 11:3, p. 305-324 |
| Index terms: | Internationalization Companies Networks Markets Knowledge Profit Models |
| Language: | eng |
| Abstract: | This paper examines how market knowledge and market commitment are developed in mature supplier / customer relationships in international markets. It reports the empirical testing of a model of increasing commitment and experiential knowledge development in international business relationships. The assumption is that the connected relationships in business network are the basis for forming a relationship and it will influence how the focal relationship develops. The model shows the process when a supplier increases his or her knowledge of the business network that a foreign customer is embedded in and what happens with their relationship becoming mature, stable and profitable. The model thus explicates a process of transition as a firm moves from one mature relationship to create new relationships as it increases its foreign market involvement. |
SCIMA