Working paper
An Exploratory Study of Interfirm Relationship Quality Between Hong Kong Buyers, and Sellers from the West
Faculty of Business Working Paper Series, Vol.4(2), pp.3-18
University of the Sunshine Coast
2001
Abstract
Fundamental to the 'interactions paradigm' of the Uppsala School, is the belief that the development of quality interfirm relationships is an important component of successful international organisational marketing strategy. This paper focuses on a number of constructs, identified by Ford (1990), to identify distinguishing factors that contribute to the development of quality business relationships across two economic culture environments. The constructs include adaptability, commitment, conflict, distance, and buyers' assessments of suppliers on the 'traditional' dimensions of commercial and technical competence. Analysis was conducted utilising a sample of 155 Hong Kong Chinese buyers who deal with Hong Kong sellers and Australian sellers. Discriminant analysis is used to study the buyers' perceptions of the quality of their interactions with sellers from Hong Kong, and Australia. The results suggest that their perceptions differed on traditional variables of technical competence and commercial competence, together with the relationship variable of distance. The findings of this exploratory study and its implications for interfirm relationships development are explored.
Details
- Title
- An Exploratory Study of Interfirm Relationship Quality Between Hong Kong Buyers, and Sellers from the West
- Authors
- Michael Trimarchi (Author) - University of the Sunshine Coast - Faculty of BusinessJames Routledge (Author) - University of the Sunshine Coast - Faculty of Business
- Publication details
- Faculty of Business Working Paper Series, Vol.4(2), pp.3-18
- Publisher
- University of the Sunshine Coast
- Date published
- 2001
- ISSN
- 1443-3737
- ISBN
- 0958535207
- Copyright note
- Copyright © 2001 Michael Trimarchi and James Routledge. Reproduced with permission.
- Organisation Unit
- University of the Sunshine Coast, Queensland
- Language
- English
- Record Identifier
- 99449335902621
- Output Type
- Working paper
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