Building quality international channel partner relations: a dyadic perspective

Hastings, Kathy and Brown, Les and Ng, Eric and Cassidy, Frances (2006) Building quality international channel partner relations: a dyadic perspective. In: ANZMAC 2006: Advancing Theory, Maintaining Relevance, 4-6 Dec 2006, Brisbane, Australia.

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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.


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Item Type: Conference or Workshop Item (Commonwealth Reporting Category E) (Paper)
Refereed: Yes
Item Status: Live Archive
Additional Information: Authors retain copyright.
Depositing User: Dr Eric Ng
Faculty / Department / School: Historic - Faculty of Business - Department of Marketing and Tourism
Date Deposited: 11 Oct 2007 00:50
Last Modified: 02 Jul 2013 22:39
Uncontrolled Keywords: Australian exporters, Australian importers, Japan, Malaysia, Asia, business relationships, trading relationships, dyadic perspective
Fields of Research (FOR2008): 15 Commerce, Management, Tourism and Services > 1503 Business and Management > 150309 Logistics and Supply Chain Management
15 Commerce, Management, Tourism and Services > 1503 Business and Management > 150308 International Business
URI: http://eprints.usq.edu.au/id/eprint/1707

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