Business Relationship Development in The Context of a High-Risk and Uncertainty  

Oleh:

Sulhaini

Jenis: Article from Journal - ilmiah nasional - terakreditasi DIKTI
Dalam koleksi: Journal of Economics, Business, & Accountancy: ventura vol. 15 no. 1 (Apr. 2012), page 1-16.
Topik: Learning Orientation; Business Relationship Development.
Fulltext: 54-181-1-PB.pdf (89.18KB)

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Perpustakaan Pusat (Semanggi) Nomor Panggil: VV5 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

This paper aims to explore how relationship elements fluctuate and business relationships develop in a volatile country market. Previous studies explored business relationship development in stable country markets ignoring the complexity of building relationships in the context of high-risk and high uncertainty environment. This study followed the traditions of inductive logic and used a qualitative approach and multicast study design. Data was analyzed following the procedure of General Inductive Approach (GIA). The findings suggest that learning orientation is a key orientation influencing a companies’ ability to develop business relationships in a high- risk country market and that relationships need to be understood from this perspective rather than simply a relational one. Business relationship development in a volatile market can be better understood through the learning perspective than merely within the relational perspective. Practical implication of the study is that when exporting to a high risk country market, a company needs to develop its orientation towards learning to develop its ability and capacity to manage and develop business relationships.

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