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Identifying Differences in Foreign Customers’ Relational Behavior: An Exploratory Study Using Multidimensional Scaling

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

In the literature on relationships, many important aspects such as relationship outcomes (e.g. relationship quality, customer satisfaction) (Holmlund & Kock, 1995; Crosby, Evans, & Cowles, 1990; Homburg & Rudolph, 1997), antecedents (e.g. power, trust, commitment) (Kaufmann & Dant, 1992; Doney & Cannon, 1997; Morgan & Hunt, 1994), or the structure of relationships (e.g. processes, organizational approaches) (Parvatiyar & Sheth, 2000; Homburg, Workman, & Jensen, 2000) have been discussed as well as analyzed empirically.

Citation

Sven Ivens, B. (2006), "Identifying Differences in Foreign Customers’ Relational Behavior: An Exploratory Study Using Multidimensional Scaling", 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. 245-266. https://doi.org/10.1016/S1474-7979(05)16010-4

Publisher

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Emerald Group Publishing Limited

Copyright © 2006, Emerald Group Publishing Limited