haku: @author Chetty, S. / yhteensä: 8
viite: 3 / 8
| Tekijä: | Chetty, S. Eriksson, K. |
| Otsikko: | Mutual commitment and experiential knowledge in mature international business relationship |
| Lehti: | International Business Review
2002 : JUN, VOL. 11:3, p. 305-324 |
| Asiasana: | Internationalization Companies Networks Markets Knowledge Profit Models |
| Kieli: | eng |
| Tiivistelmä: | 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. |
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