Idioma:

The role of commitment in foreign–Japanese relationships: mediating performance for foreign sellers in Japan

Lohtia, Ritu ; Bello, Daniel C. ; Yamada, Teruhisa ; Gilliland, David I.

Journal of business research, 2005-08, Vol.58 (8), p.1009-1018 [Periódico revisado por pares]

New York: Elsevier Inc

Texto completo disponível

Citações Citado por

Enviar para

Título:
The role of commitment in foreign–Japanese relationships: mediating performance for foreign sellers in Japan
Autor: Lohtia, Ritu ; Bello, Daniel C. ; Yamada, Teruhisa ; Gilliland, David I.
Assuntos: Business studies ; Business to business commerce ; Commitment ; Cultural diversity ; Cultural sensitivity ; Cultural values ; Economic relations ; Foreign enterprises ; International market ; International trade ; Investment ; Japan ; Professional relationships ; Sales ; Studies ; Switching costs ; Transaction specific investments ; Trust
É parte de: Journal of business research, 2005-08, Vol.58 (8), p.1009-1018
Notas: ObjectType-Article-2
SourceType-Scholarly Journals-1
ObjectType-Feature-1
content type line 23
Descrição: A lack of commitment between Japanese buyers and their foreign trading partners is often attributed as the cause of failure for foreign sellers in Japan. Due to Japanese idiosyncrasies, commitment plays a dominant, but poorly understood, role in the business relationship between foreign sellers and Japanese buyers. This research examines the role that the attachment bond between U.S. sellers and Japanese buyers plays in mediating the impact of exchange characteristics on performance in the domestic Japanese market. An analysis of 198 U.S. sellers in Japan demonstrates the complex web of calculative, social, and normative factors that account for the commitment existing in this foreign–Japanese trading relationship. The results highlight the importance of specific investments and cultural sensitivity for the seller's commitment and the role of trust and switching costs in the buyer's commitment.
Editor: New York: Elsevier Inc
Idioma: Inglês

Links

View record in RePEc

Voltar para lista de resultados

Anterior Resultado 4 Avançar Ir para próxima página

Realização: Logos de Redes Sociais:

The role of commitment in foreign–Japanese relationships: mediating performance for foreign sellers in Japan

Lohtia, Ritu ; Bello, Daniel C. ; Yamada, Teruhisa ; Gilliland, David I.

New York: Elsevier Inc

Buscando em bases de dados remotas. Favor aguardar.