Executive insights: Building successful export business relationships: A behavioral perspective

  • Leonidou L
  • Katsikeas C
  • Hadjimarcou J
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Abstract

Although the United States has been one of the leading actors in
international trade, limited evidence exists as to individual U.S.
company relationships with overseas customers. On the basis of a sample
of 201 U.S. exporting manufacturers, the authors draw a comparison
between harmonious and problematic foreign business relationships. The
findings reveal that, as opposed to problematic cases, firms with
harmonious relationships are more experienced, employ more people, and
exhibit more active behavior toward conducting their foreign business.
Such firms sell to a greater number of export markets, deal with more
foreign customers, and obtain more orders. The study also shows that
harmonious relationships with overseas customers are distinguished by
greater dependence, trust, understanding, commitment, communication, and
cooperation but less distance, uncertainty, and conflict between the
parties. The article provides export management with a set of guidelines
for establishing, developing, and sustaining successful export business
relationships.

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Authors

  • Leonidas C. Leonidou

  • Constantine S. Katsikeas

  • J Hadjimarcou

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