In recent years, different forms of relationships that are culturally bond have emerged such as; ‘Guanxi’ in China (Liu, Li, Tao, & Wang, 2008; Luo, 2007; Yau, Lee, Chow, Sing, & Tse, 2000), ‘Blat’ in Russia (Michailova & Worm, 2003) and ‘Boon Koon’ in Thailand (Pimpa, 2008). While these...

This research addresses questions related to the development of guanxi between Taiwanese buyer companies and their Taiwanese and Chinese supplier companies in China. This research's theory development is suited to case study, and theory development as part of the design phase is essential,...

Changes in relationships are due to human actions. We assume that these human actions are functions of perceptions of a focal individual, but also the perceptions of other individuals who are part of the organizational and social environment. We hypothesize that perceptions based trust and...

This study introduces the concept of relational attractiveness of the customer (RAC) which is defined as the attitude of the supplier towards the customer firm in order to maintain and/or to improve an existing business relationship. Social Exchange Theory explains relational exchanges in...

Relationships between actors in organizations are incrementally refined evolving strategies that change the context in which partner organizations act. The development of relationships is an iterative and evolutionary learning process that has many implicit characteristics. Three important...

The global market has an impact on almost all Small and Medium Enterprises (SMEs), but the high-technology industry appears to be most affected by the changes coming about due to globalisation. The industry is confronted with shorter product life cycles, blurring of industry boundaries and not...

Nepaisant to, kad tarptautinės rinkos daugeliui verslininkų yra patrauklios, įmonėms jose veikiant iškyla daug problemų. Kultūriniai skirtumai – į pagrindinių problemų tarptautiniame versle trejetuką įskaitoma problema. Tai – skirtingas religijos vaidmuo, ne vienoda politinė...

Cross-cultural issues have been put forward to explain the high failure rate among American firms doing business in China and vice versa. This study focuses on investigating the strategic orientations and behaviors of subsidiaries in business relationship development (BRD) for multinational...

Case study based literature on relationship development presents in-depth information on contextual factors in relationship development. However, little quantitative evidence is available about key aspects of buyer-supplier relationships in each stage of its development, such as the level of...

This paper is aiming to suggest some opportunities the marketing could offer for the improvement of the performances of the banking institutions. Our research points out that the banks should practice relationship marketing rather than transaction marketing. With that end in view we have worked...