An analysis of international business-to-business relationships based on the Commitment–Trust theory
Article
Friman, Margareta, Gärling, Tommy, Millett, Bruce, Mattsson, Jan and Johnston, Robert. 2002. "An analysis of international business-to-business relationships based on the Commitment–Trust theory." Industrial Marketing Management. 31 (5), pp. 403-409. https://doi.org/10.1016/S0019-8501(01)00154-7
| Article Title | An analysis of international business-to-business relationships based on the Commitment–Trust theory |
|---|---|
| ERA Journal ID | 19793 |
| Article Category | Article |
| Authors | Friman, Margareta, Gärling, Tommy, Millett, Bruce, Mattsson, Jan and Johnston, Robert |
| Journal Title | Industrial Marketing Management |
| Journal Citation | 31 (5), pp. 403-409 |
| Number of Pages | 7 |
| Year | 2002 |
| Publisher | Elsevier |
| Place of Publication | United States |
| ISSN | 0019-8501 |
| 1873-2062 | |
| Digital Object Identifier (DOI) | https://doi.org/10.1016/S0019-8501(01)00154-7 |
| Web Address (URL) | https://www.sciencedirect.com/science/article/pii/S0019850101001547 |
| 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. © 2002 Elsevier Science Inc. All rights reserved. |
| Keywords | Internationalization; Relationship business; Service |
| Public Notes | Files associated with this item cannot be displayed due to copyright restrictions. |
| Byline Affiliations | Karlstad University, Sweden |
| University of Gothenburg, Sweden | |
| School of Education | |
| Roskilde University, Denmark | |
| University of Warwick, United Kingdom |
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