SULHAINI, SULHAINI (2012) Understanding Business Relationship Development in the Context of a High-Risk and Uncertainty Country Market. Journal of Economics, Business & Accountancy, Ventura, 15 (1). pp. 1-16. ISSN 2087-3735
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BUSINESS RELATIONSHIP DEVELOPMENT IN THE CONTEXT OF A HIGH -RISK.pdf Download (9MB) | Preview |
Abstract
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 in the traditions of inductive logic and used a qualitative approach and multi-case study design. Data was analysed 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.
| Item Type: | Article |
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| Keywords (Kata Kunci): | learning orientation, business relationship development |
| Subjects: | H Social Sciences > H Social Sciences (General) |
| Divisions: | Fakultas Ekonomi |
| Depositing User: | Mrs Sulhaini Sulhaini |
| Date Deposited: | 28 Dec 2018 01:05 |
| Last Modified: | 28 Dec 2018 01:05 |
| URI: | http://eprints.unram.ac.id/id/eprint/11437 |
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