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An analysis of international business-to-business relationships based on the Commitment-Trust theory |
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| Authors: | Margareta Friman,Tommy Gä rlingBruce Millett,Jan MattssonRobert Johnston |
| Affiliation: | a Service Research Center, Division for Business and Economics, Karlstad University, SE-651 88 Karlstad, Sweden b Department of Psychology, Göteborg University, Box 500, SE-405 30 Göteborg, Sweden c Faculty of Business, University of Southern Queensland, Toowoomba 4350, Australia d Roskilde University, P.O. Box 260, DK-4000 Roskilde, Denmark e Warwick Business School, University of Warwick, Coventry CV4 7AL, UK |
| Abstract: | Business-to-business relationships are characterized by an exchange between two or more parties. Research has identified several factors that enhance marketing and management in business relationships, mainly with a focus on large manufacturing firms. However, less is known about how service firms develop and maintain international relations during the establishment of a business. To analyze the relevance of the key mediating variable (KMV) model [J. Mark. 58 (1994) 20-38.], which maintains that business-to-business relationship requires commitment and trust, interviews were conducted with five different service entrepreneurs in Sweden, Australia and the UK. The findings demonstrate the importance of commitment, trust, relation termination costs and benefits, shared values and communication between the exchange partners. |
| Keywords: | Relationship business Service Internationalization |
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