Building quality international channel partner relations: a dyadic perspective

Paper

Hastings, Kathy, Brown, Les, Ng, Eric and Cassidy, Frances. 2006. "Building quality international channel partner relations: a dyadic perspective." Ali, Yunus and van Dessel, Maria (ed.) ANZMAC 2006: Advancing Theory, Maintaining Relevance. Brisbane Australia 04 - 06 Dec 2006 Brisbane, Australia.
Paper/Presentation Title

Building quality international channel partner relations: a dyadic perspective

Presentation TypePaper
AuthorsHastings, Kathy (Author), Brown, Les (Author), Ng, Eric (Author) and Cassidy, Frances (Author)
EditorsAli, Yunus and van Dessel, Maria
Journal or Proceedings TitleProceedings of the 2006 Australian and New Zealand Marketing Academy Conference (ANZMAC 2006)
Number of Pages7
Year2006
Place of PublicationBrisbane, Australia
ISBN1741071593
Web Address (URL) of Paperhttp://www.anzmac2006.qut.com/
Conference/EventANZMAC 2006: Advancing Theory, Maintaining Relevance
Event Details
ANZMAC 2006: Advancing Theory, Maintaining Relevance
Parent
ANZMAC Conference
Event Date
04 to end of 06 Dec 2006
Event Location
Brisbane Australia
Abstract

[Abstract]: This paper investigates how Australian exporters and importers in Japan and Malaysia rate their current business relationships and areas that need improvement. These areas where investigated in terms of the characteristics of the five states of business-to-business relationship development from the literature. A series of 25 in-depth interviews with Asian importers and Australian exporters about what constituted satisfactory trading relationship development from a dyadic perspective revealed that unless the early stages have been properly completed then consequent dissatisfaction in such relationships can be attributed primarily to communication problems emanating from neglect in the early stages. Conversely, excellent relationships exhibited characteristics such as trust, commitment, share goals and co-operation.

KeywordsAustralian exporters, Australian importers, Japan, Malaysia, Asia, business relationships, trading relationships, dyadic perspective
ANZSRC Field of Research 2020350999. Transportation, logistics and supply chains not elsewhere classified
350706. International business
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Byline AffiliationsSchool of Management and Marketing
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Ng, Eric, Cassidy, Frances and Brown, Les. 2006. "An exploratory study on consumer travel agency information sources: an Australian regional analysis." 2006 International Conference on Business and Information (BAI 2006). Singapore 12 - 14 Jul 2006 Taiwan.
What motivates event tourists?
Cassidy, Frances. 2006. "What motivates event tourists?" 2006 International Conference on Business and Information (BAI 2006). Singapore 12 - 14 Jul 2006 Taiwan.
Factors influencing repositioning of a tourism destination
Tkaczynski, Aaron, Hastings, Kathy and Beaumont, Narelle. 2006. "Factors influencing repositioning of a tourism destination." Ali, Yunus and van Dessel, Maria (ed.) ANZMAC 2006: Advancing Theory, Maintaining Relevance. Brisbane Australia 04 - 06 Dec 2006 Brisbane, Australia.
Supplier selection in industrial supply-chains: the case of Taiwanese agribusiness
Ng, Eric, Brown, Les, Hastings, Kathy and Cassidy, Frances. 2006. "Supplier selection in industrial supply-chains: the case of Taiwanese agribusiness." Ali, Yunus and van Dessel, Maria (ed.) ANZMAC 2006: Advancing Theory, Maintaining Relevance. Brisbane Australia 04 - 06 Dec 2006 Brisbane, Australia.
Exploring the major factors influencing consumer selection of travel agencies in a regional setting
Ng, Eric, Cassidy, Frances and Brown, Les. 2006. "Exploring the major factors influencing consumer selection of travel agencies in a regional setting." Journal of Hospitality and Tourism Management. 13 (1), pp. 75-84.
Knowledge integrator nodes in teams or networks in multinational enterprises
Erwee, Ronel, Brown, Les and Poh, Lee-Guan. 2002. "Knowledge integrator nodes in teams or networks in multinational enterprises." IMP Group Asia Conference (2002). Perth, Australia 11 - 13 Dec 2002
What future the cane industry: is training a vehicle for change?
Brown, Les, Cruickshank, Margaret and Johnston, Debra. 2005. "What future the cane industry: is training a vehicle for change?" Drew, R. (ed.) International Symposium on Harnessing the Potential of Horticulture in the Asian-Pacific Region (2005). Coolum, Australia 01 - 03 Sep 2004 Belgium.
Building supply networks: how growers gain their marketing edge
Brown, Les, Cruickshank, Margaret and Johnston, Debra. 2005. "Building supply networks: how growers gain their marketing edge." Drew, R. (ed.) International Symposium on Harnessing the Potential of Horticulture in the Asian-Pacific Region (2005). Coolum, Australia 01 - 03 Sep 2004 Belgium.
What motivates sports event tourists?: a synthesis of three disciplines
Cassidy, Frances. 2005. "What motivates sports event tourists?: a synthesis of three disciplines." Richardson, Jeni, Richardson, Kristy, Rogers, Margaret and Walker, Sandra (ed.) Women in Research Conference 2005: Women Doing research. Gladstone, Australia 24 - 25 Nov 2005 Rockhampton.
Satisfaction of Australian grey tourists to the Great Barrier Reef islands of Queensland
Cassidy, Frances. 2005. "Satisfaction of Australian grey tourists to the Great Barrier Reef islands of Queensland." Boyle, Alicia and Tremblay, Pascal (ed.) 2005 Council for Australian Tourism and Hospitality Education: Sharing Tourism Knowledge. Alice Springs, Australia 01 - 05 Feb 2005 Darwin, Australia.
Types of B2B e-business model commonly used: an empirical study on Australian agribusiness firms
Ng, Eric. 2005. "Types of B2B e-business model commonly used: an empirical study on Australian agribusiness firms." Australasian Agribusiness Review. 13, pp. 1-13.
An empirical framework developed for selecting B2B e-business models: the case of Australian agribusiness firms
Ng, Eric. 2005. "An empirical framework developed for selecting B2B e-business models: the case of Australian agribusiness firms." Journal of Business and Industrial Marketing. 20 (4/5), pp. 218-225. https://doi.org/10.1108/08858620510603891