The Management Of Conflict In Buyer-Seller Relationships: A Case Study Of An Australian Exporter In Asian And Us Markets
This paper will extend the conflict management stream by examining the complexity of conflict in buyer-seller relationships, comparing Western and Asian markets and their "contextual boundaries". Specifically, a model is developed linking different dimensions of cross-cultural business...
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| Main Author: | |
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| Format: | Article |
| Language: | English |
| Published: |
Asian Academy of Management (AAM)
2003
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| Subjects: | |
| Online Access: | http://eprints.usm.my/35741/1/AAMJ_8-2-6.pdf http://eprints.usm.my/35741/ http://web.usm.my/aamj/8.2.2003/AAMJ%208-2-6.pdf |
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| Institution: | Universiti Sains Malaysia |
| Language: | English |
| Summary: | This paper will extend the conflict management stream by examining the complexity of conflict
in buyer-seller relationships, comparing Western and Asian markets and their "contextual
boundaries". Specifically, a model is developed linking different dimensions of cross-cultural
business relationships to different dissolution and communication strategies for managing
conflict. Multiple in-depth interviews in a single case study provide support for the theoretical
development of a model of five key factors important in the selection of appropriate conflict
management styles by the focal firm when managing buyer relationships in psychically distant
markets. |
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