The Management Of Conflict In Buyer-Seller Relationships: A Case Study Of An Australian Exporter In Asian And Us Markets

• Main Author: Freeman, Susan
• Format: Article
• Language: English
• Published: Asian Academy of Management (AAM) 2003
• Subjects: HD28-70 Management. Industrial Management
• 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
• Institution: Universiti Sains Malaysia

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.