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The Relationship between Exporters from a Developing Country and Importers based in a Developed Country: Conflict Considerations

European Journal of Marketing

ISSN: 0309-0566

Article publication date: 1 January 1991

Abstract

Understanding buyer‐seller relationships in marketing channels relies on modelling conflict, yet little research concerning this question has been conducted in the context of exporter marketing channels. This article focuses on certain conflict‐related aspects of the exporter‐importer trading relationship. The research involves Greek exporters and importers in the UK, and reveals relatively low degrees of conflict. This leads to the identification of both managerial implications and future research directions.

Keywords

Citation

Katsikeas, C.S. and Piercy, N.F. (1991), "The Relationship between Exporters from a Developing Country and Importers based in a Developed Country: Conflict Considerations", European Journal of Marketing, Vol. 25 No. 1, pp. 6-25. https://doi.org/10.1108/03090569110004183

Publisher

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MCB UP Ltd

Copyright © 1991, MCB UP Limited