UNSPECIFIED (2002) An analysis of international business-to-business relationships based on the Commitment-Trust theory. INDUSTRIAL MARKETING MANAGEMENT, 31 (5). pp. 403-409. ISSN 0019-8501

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Abstract

Business-to-business relationships are characterized by an exchange between two or more parties. Research has identified several factors that enhance marketing and management in business relationships, mainly with a focus on large manufacturing firms. However, less 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. 58 (1994) 20-38.], 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. The findings demonstrate the importance of commitment, trust, relation termination costs and benefits, shared values and communication between the exchange partners. (C) 2002 Elsevier Science Inc. All rights reserved.

Item Type:	Journal Article
Subjects:	H Social Sciences > HF Commerce H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Journal or Publication Title:	INDUSTRIAL MARKETING MANAGEMENT
Publisher:	ELSEVIER SCIENCE INC
ISSN:	0019-8501
Date:	August 2002
Volume:	31
Number:	5
Number of Pages:	7
Page Range:	pp. 403-409
Publication Status:	Published
URI:	http://wrap.warwick.ac.uk/id/eprint/10694

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