TY  - CHAP
AB  - Abstract Three types of industrial buyer-seller relational process models are available: joining theory, stage theory, and state theory. However, historically, these models have developed based on the knowledge and cultural context of the Western world. Several researchers note that national culture may have an impact on international industrial buyer-seller relationships. Including culture in the models is highly important, especially as the business environment is increasingly more global and different countries have different business cultures. The goal of this paper is to define the most suitable industrial buyer-seller relational process models for describing relationships in various contexts. The paper includes a through literature review and a single case study in order to reach this objective. A new state theory model evolved during the research. It consists of two beginning states: searching and starting; four purely middles states: constant/static, decline, growth, and troubled; and a purely end state: termination. The state of dormant/inert is both a middle state and an end state, that is, when the relational actors are not in contact does not mean that the relationship has ended, but instead, for example, new legislation may have been implemented, which requires the actors to evaluate their relationship and its future. A relationship goes through the two beginning states in the order mentioned above, but after that, any state may occur.
VL  - 20
SN  - 978-1-78190-858-7/1069-0964
DO  - 10.1108/S1069-0964(2013)0000020004
UR  - https://doi.org/10.1108/S1069-0964(2013)0000020004
AU  - Kaunonen Anna
PY  - 2014
Y1  - 2014/01/01
TI  - The Impact of National Culture on Western Industrial Buyer-Seller Relational Process Models
T2  - Advances in Business Marketing & Purchasing
T3  - Advances in Business Marketing and Purchasing
PB  - Emerald Group Publishing Limited
SP  - 1
EP  - 49
Y2  - 2024/04/25
ER  -