Abstract
The role of interpersonal and firm factors on international business relationships are tested with data from 125 pairs of exporter-importer relationships. Drawing from relational exchange theory, personal (such as effective communication, cultural sensitivity and likability of partner) and firm (such as reputation and competencies of partner) factors are modelled as determinants of commitment and trust in such relationships. The findings support the overall model, highlighting the importance of interpersonal and firm factors to international business relationships.
| Original language | English |
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| Title of host publication | Proceedings of the 8th Asian Academy of Management International Conference: Global Economic Meltdown: Managing Change for Sustainability, 18-20 December 2009, Pahang, Malaysia |
| Publisher | Asian Academy of Management |
| Pages | 1123-1132 |
| Number of pages | 10 |
| ISBN (Print) | 9789675417566 |
| Publication status | Published - 2009 |
| Event | Asian Academy of Management International Conference - Duration: 1 Jan 2011 → … |
Conference
| Conference | Asian Academy of Management International Conference |
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| Period | 1/01/11 → … |