Building quality international channel partner relations: a dyadic perspective
Paper
Paper/Presentation Title | Building quality international channel partner relations: a dyadic perspective |
---|---|
Presentation Type | Paper |
Authors | Hastings, Kathy (Author), Brown, Les (Author), Ng, Eric (Author) and Cassidy, Frances (Author) |
Editors | Ali, Yunus and van Dessel, Maria |
Journal or Proceedings Title | Proceedings of the 2006 Australian and New Zealand Marketing Academy Conference (ANZMAC 2006) |
Number of Pages | 7 |
Year | 2006 |
Place of Publication | Brisbane, Australia |
ISBN | 1741071593 |
Web Address (URL) of Paper | http://www.anzmac2006.qut.com/ |
Conference/Event | ANZMAC 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. |
Keywords | Australian exporters, Australian importers, Japan, Malaysia, Asia, business relationships, trading relationships, dyadic perspective |
ANZSRC Field of Research 2020 | 350999. Transportation, logistics and supply chains not elsewhere classified |
350706. International business | |
Public Notes | File reproduced in accordance with the copyright policy of the publisher/author. |
Byline Affiliations | School of Management and Marketing |
https://research.usq.edu.au/item/9xz11/building-quality-international-channel-partner-relations-a-dyadic-perspective
Download files
2042
total views324
total downloads2
views this month0
downloads this month