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 language | English |
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Title of host publication | Proceedings of Seventh International Business Research Conference, 3-6 Dec. 2007, Sydney, Australia |
Publisher | World Business Institute |
Number of pages | 1 |
ISBN (Print) | 9780980455700 |
Publication status | Published - 2007 |
Event | International Business Research Conference - Duration: 19 Nov 2012 → … |
Conference
Conference | International Business Research Conference |
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Period | 19/11/12 → … |
Keywords
- foreign economic relations
- India
- China
- business networks
- relationship marketing
- customer relations