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dc.contributor.authorLeonidou, Leonidas C.en
dc.contributor.authorBarnes, B. R.en
dc.contributor.authorTalias, Michael A.en
dc.creatorLeonidou, Leonidas C.en
dc.creatorBarnes, B. R.en
dc.creatorTalias, Michael A.en
dc.description.abstractThe article examines the impact of uncertainty, distance, and conflict on key elements comprising the quality of the relationship between U.S. industrial exporters and their overseas customers. Information received from 151 manufacturers revealed that these three parameters play a significant negative role in building sound relationship quality, in terms of adaptation, commitment, communication, cooperation, satisfaction, trust, and understanding - which, in turn, may inhibit the firm's progression along the internationalization path. Specifically, an inverse association was found between uncertainty, distance, and conflict, on one hand, and commitment, cooperation, and satisfaction, on the other. In addition, in relationships characterized by high uncertainty, adaptation, communication, trust, and understanding were low. In high distance relationships, communication was insufficient, and in high conflict situations, trust and understanding were low. Several managerial implications are extracted from the study, as well as directions for future research. © 2006 Elsevier Inc. All rights reserved.en
dc.sourceIndustrial Marketing Managementen
dc.subjectInternational marketingen
dc.subjectIndustrial marketingen
dc.subjectBusiness relationshipsen
dc.titleExporter-importer relationship quality: The inhibiting role of uncertainty, distance, and conflicten
dc.description.endingpage588Σχολή Οικονομικών Επιστημών και Διοίκησης / Faculty of Economics and ManagementΤμήμα Διοίκησης Επιχειρήσεων και Δημόσιας Διοίκησης / Department of Business and Public Administration [542]
dc.contributor.orcidLeonidou, Leonidas C. [0000-0003-0488-5486]

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