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International business-relationship triads
Mid Sweden University, Faculty of Science, Technology and Media, Department of Engineering, Physics and Mathematics.
2004 (English)In: International Marketing Review, ISSN 0265-1335, Vol. 21, no 2, 172-186 p.Article in journal (Refereed) Published
Abstract [en]

This paper addresses the question of whether the dyadic approach to international business relationships should, in some situations, be extended to a triadic one. In studies of business relationships the common view is that the relationship consists of two parties, one selling party and one buying party. However, in some, especially international business relationships an intermediary exists that has contact with both the selling party and the buying party, at the same time as the selling party and the buying party also have direct contact with each other, i.e. these relationships are triadic by nature. The purpose here is to investigate whether a triadic approach should be used in these types of situations. The empirical analysis is based on a subset of the database established within the IMP2-project The analysis of the data material was done using LISREL. Trust and commitment, two central concepts in studies within the field of business-to-business research, are used to investigate whether business-relationship triads are different from business-relationship dyads. The results indicate that this is very much the case.

Place, publisher, year, edition, pages
EMERALD GROUP PUBLISHING LIMITED , 2004. Vol. 21, no 2, 172-186 p.
Keyword [en]
international business, supplier relations, vendor relations, trust, social interaction
National Category
Mathematics
Identifiers
URN: urn:nbn:se:miun:diva-13500DOI: 10.1108/02651330410531385ISI: 000222764100004OAI: oai:DiVA.org:miun-13500DiVA: diva2:409597
Conference
IMP 2003 Annual Conference, Sep 2003, Dijon, France
Note
IMP 2003 Annual Conference, Sep, 2003, Dijon, FranceAvailable from: 2011-04-08 Created: 2011-04-08 Last updated: 2011-07-26Bibliographically approved

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CiteExportLink to record
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Citation style
  • apa
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