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| Author: | Friman, M. (et al.) |
| Title: | An analysis of international business-to-business relationships based on the Commitment-Trust theory |
| Journal: | Industrial Marketing Management
2002 : AUG, VOL. 31:5, p. 403-409 |
| Index terms: | BUSINESS-TO-BUSINESS COMMITMENT INTERNATIONALIZATION SERVICE INDUSTRIES TRUST AUSTRALIA SWEDEN UNITED KINGDOM |
| Freeterms: | BUSINESS RELATIONSHIPS |
| Language: | eng |
| Abstract: | Business-to-business relationships are characterized by an exchange between two or more parties. Little is known about how service firms develop and maintain international relations during the establishment of a business. To analyze the relevance of the key mediating variable (KMV) model (J. Mark 1994), which maintains that business-to-business relationship requires commitment and trust, interviews were conducted with five different service entrepreneurs in Sweden, Australia and the UK. |
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