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ArtikelShared Version in Managing Business Relationships  
Oleh: Sulhaini
Jenis: Article from Journal - ilmiah nasional - terakreditasi DIKTI
Dalam koleksi: Journal of Economics, Business, & Accountancy: ventura vol. 11 no. 2 (Aug. 2008), page 133-152.
Topik: Relationship Management; Shared Vision; Trust; Commitment and Satisfaction
  • Perpustakaan Pusat (Semanggi)
    • Nomor Panggil: VV5.6
    • Non-tandon: 1 (dapat dipinjam: 0)
    • Tandon: tidak ada
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Isi artikelThe existing literature on relationship management focuses on how to manage relationships in a stable market. Previous empirical studies on relationship management tended to explore the issue in domestic markets, which were relatively stable. This article examines international business relationship management in the context of a high-risk and uncertain market, i.e. Indonesia. This article was developed based on the study used inductive logic of theory development. In-depth interviews were carried out both in the UK and Indonesia and the qualitative data were analysed by applying the procedure of General Inductive Approach (GIA). The study explored the experience of five British exporting firms in Indonesia The findings suggest that shared vision not only facilitates diffusions of market information within the firms but also explains the firms' ability in managing business relationships leading to the development of trust, commitment and satisfaction within business relationships.
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