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| Author: | Piercy, N. F. katsikeas, C. S. Cravens, D. W. |
| Title: | Examining the role of buyer/seller relationships in export performance (Betrieblicher Export; Exportmarketing) |
| Journal: | Journal of World Business
1997 : SPRING, VOL. 32:1, p. 73-86 |
| Index terms: | |
| Freeterms: | KUNDE, GROSSBRITANNIEN, USA |
| Language: | eng |
| Abstract: | This article develops benchmarks for suppliers concerned with building sustainable competitive advantage in their export markets. The evidence most especially suggests the need to focus more attention to buyer/seller relationship building in export marketing. This article reports on British importers' perceptions of USA exporters, including importers' selection criteria used in choosing suppliers, and ratings of the performance linked to their future purchase intentions. The issues in this article also provide useful guidelines for examining exporter/importer relationships in other European Union countries. |
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