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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.date.accessioned2019-04-22T05:52:57Z
dc.date.available2019-04-22T05:52:57Z
dc.date.issued2006
dc.identifier.urihttp://gnosis.library.ucy.ac.cy/handle/7/46285
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.language.isoengen
dc.sourceIndustrial Marketing Managementen
dc.subjectInternational marketingen
dc.subjectExportingen
dc.subjectIndustrial marketingen
dc.subjectBusiness relationshipsen
dc.titleExporter-importer relationship quality: The inhibiting role of uncertainty, distance, and conflicten
dc.typeinfo:eu-repo/semantics/article
dc.identifier.doi10.1016/j.indmarman.2005.06.012
dc.description.volume35
dc.description.issue5
dc.description.startingpage576
dc.description.endingpage588
dc.author.facultyΣχολή Οικονομικών Επιστημών και Διοίκησης / Faculty of Economics and Management
dc.author.departmentΤμήμα Διοίκησης Επιχειρήσεων και Δημόσιας Διοίκησης / Department of Business and Public Administration [542]
dc.type.uhtypeArticleen
dc.contributor.orcidLeonidou, Leonidas C. [0000-0003-0488-5486]


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