A comparison of the suppliers' and customers' perspectives of functions of international business relationships

Neeru Sharma, Mohammad Ziaul Hoque

    Research output: Chapter in Book / Conference PaperConference Paper

    Abstract

    ![CDATA[The objective of this paper is to enhance our understanding of international business-to-business relationships by presenting empirical evidence on the nature and relative importance of various relationship functions performed by the suppliers and the customers in trading relationships. Using the Indian database generated as a part of the International Marketing and Purchasing (IMP) Group’s multi-country study of international business relationships, the main questions addressed are: What different types of functions suppliers and customers fulfil in the international trading relationships? Which ones are relatively more important from the perspective of the supplier and that of the customer? The author compares the results with a previous study of Chinese firms and comments on the similarities/differences of the firms based in the two emerging countries in managing their relationships with their international partners.]]
    Original languageEnglish
    Title of host publicationProceedings of Seventh International Business Research Conference, 3-6 Dec. 2007, Sydney, Australia
    PublisherWorld Business Institute
    Number of pages1
    ISBN (Print)9780980455700
    Publication statusPublished - 2007
    EventInternational Business Research Conference -
    Duration: 19 Nov 2012 → …

    Conference

    ConferenceInternational Business Research Conference
    Period19/11/12 → …

    Keywords

    • foreign economic relations
    • India
    • China
    • business networks
    • relationship marketing
    • customer relations

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