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The Role Of Interpersonal And Firm Factors In International Business Relationships

Managers have long known intuitively that relationships are important to business. In certain cultures, such as in the East, the emphasis on relationships may typically be more explicit, but a good salesperson knows that building trust and commitment with buyers are essential for long-term succes...

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Main Author: Ahmed, Farid
Format: Article
Language:English
Published: Asian Academy of Management (AAM) 2010
Subjects:
HD28-70 Management. Industrial Management
Online Access:http://eprints.usm.my/36506/1/AAMJ_15.1.3.pdf
http://eprints.usm.my/36506/
http://web.usm.my/aamj/15.1.2010/AAMJ_15.1.3.pdf
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spelling my.usm.eprints.36506 http://eprints.usm.my/36506/ The Role Of Interpersonal And Firm Factors In International Business Relationships Ahmed, Farid HD28-70 Management. Industrial Management Managers have long known intuitively that relationships are important to business. In certain cultures, such as in the East, the emphasis on relationships may typically be more explicit, but a good salesperson knows that building trust and commitment with buyers are essential for long-term success. The role of interpersonal and firm factors on international business relationships are tested with data from 125 pairs of exporterimporter relationships. Drawing from relational exchange theory, personal (such as effective communication, cultural sensitivity and likability of partner) and firm (such as reputation and competencies of partner) factors are modeled as determinants of commitment and trust in such relationships. The findings support the overall model, highlighting the importance of interpersonal and firm factors to international business relationships. This research highlights the importance of personal and organisational factors that are linked to building trust and commitment. In particular, building, protecting and communicating a positive reputation, and ensuring strong marketing competencies, are important for building contractual and competence trust. The study highlights the importance of interpersonal factors and thus the need to have appropriate personnel involved in the developing and maintaining international business relationships. Asian Academy of Management (AAM) 2010 Article PeerReviewed application/pdf en http://eprints.usm.my/36506/1/AAMJ_15.1.3.pdf Ahmed, Farid (2010) The Role Of Interpersonal And Firm Factors In International Business Relationships. Asian Academy of Management Journal (AAMJ), 15 (1). pp. 1-18. ISSN 1394-2603 http://web.usm.my/aamj/15.1.2010/AAMJ_15.1.3.pdf
institution Universiti Sains Malaysia
building Hamzah Sendut Library
collection Institutional Repository
continent Asia
country Malaysia
content_provider Universiti Sains Malaysia
content_source USM Institutional Repository
url_provider http://eprints.usm.my/
language English
topic HD28-70 Management. Industrial Management
spellingShingle HD28-70 Management. Industrial Management
Ahmed, Farid
The Role Of Interpersonal And Firm Factors In International Business Relationships
description Managers have long known intuitively that relationships are important to business. In certain cultures, such as in the East, the emphasis on relationships may typically be more explicit, but a good salesperson knows that building trust and commitment with buyers are essential for long-term success. The role of interpersonal and firm factors on international business relationships are tested with data from 125 pairs of exporterimporter relationships. Drawing from relational exchange theory, personal (such as effective communication, cultural sensitivity and likability of partner) and firm (such as reputation and competencies of partner) factors are modeled as determinants of commitment and trust in such relationships. The findings support the overall model, highlighting the importance of interpersonal and firm factors to international business relationships. This research highlights the importance of personal and organisational factors that are linked to building trust and commitment. In particular, building, protecting and communicating a positive reputation, and ensuring strong marketing competencies, are important for building contractual and competence trust. The study highlights the importance of interpersonal factors and thus the need to have appropriate personnel involved in the developing and maintaining international business relationships.
format Article
author Ahmed, Farid
author_facet Ahmed, Farid
author_sort Ahmed, Farid
title The Role Of Interpersonal And Firm Factors In International Business Relationships
title_short The Role Of Interpersonal And Firm Factors In International Business Relationships
title_full The Role Of Interpersonal And Firm Factors In International Business Relationships
title_fullStr The Role Of Interpersonal And Firm Factors In International Business Relationships
title_full_unstemmed The Role Of Interpersonal And Firm Factors In International Business Relationships
title_sort role of interpersonal and firm factors in international business relationships
publisher Asian Academy of Management (AAM)
publishDate 2010
url http://eprints.usm.my/36506/1/AAMJ_15.1.3.pdf
http://eprints.usm.my/36506/
http://web.usm.my/aamj/15.1.2010/AAMJ_15.1.3.pdf
_version_ 1643708802766209024
score 13.211869

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