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Buyer Tolerance of Conflict in Cross-National Business Relationships: an Empirical Study

Relationship Between Exporters and Their Foreign Sales and Marketing Intermediaries

ISBN: 978-0-76231-286-3, eISBN: 978-1-84950-397-6

Publication date: 28 March 2006

Abstract

Research within the inter-organizational field has until recently focused on the formation and maintenance of business relationships, while less research has been directed toward the study of relationship ending. Lately, however, research on dissolution and related constructs, such as exit intention and switching has emerged (Halinen, Havila, & Tähtinen, 1999a; Prim-Allaz, 2000; Tähtinen & Havila, 2004; Vaaland, Haugland, & Purchase, 2004). Some literature focuses on the reasons and antecedents to relationship dissolution (Ping, 1999; Haugland, 1999; Wathne, Biong, & Heide, 2000), while other research investigates the process and consequences of relationship dissolution (Grønhaug, Henjesand, & Koveland, 1999; Giller & Matear, 2001; Alajoutsijärvi, Möller, & Tähtinen, 2000). Yet, few studies have investigated relationship dissolution in cross -national dyads. Specifically, the current research examines how supplier reps’ cultural knowledge, cultural adaptation and communication affect buyer tolerance of conflict in cross-national business relationships. The construct tolerance of conflict refers to the intention to discontinue the business relationship with the current partner given conflict situations. This construct is therefore conceptually close to exit intention; a construct frequently used in relationship dissolution studies (e.g. Ping, 1993,1995; Halinen & Tähtinen, 1999b).

Citation

Beate Pettersen, I. and Rokkan, A.I. (2006), "Buyer Tolerance of Conflict in Cross-National Business Relationships: an Empirical Study", Arthur Solberg, C. (Ed.) Relationship Between Exporters and Their Foreign Sales and Marketing Intermediaries (Advances in International Marketing, Vol. 16), Emerald Group Publishing Limited, Leeds, pp. 213-243. https://doi.org/10.1016/S1474-7979(05)16009-8

Publisher

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Emerald Group Publishing Limited

Copyright © 2006, Emerald Group Publishing Limited