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Relational competency's role in Southeast Asia business partnerships

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  • Phan, Michel C. T.
  • Styles, Chris W.
  • Patterson, Paul G.

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  • Phan, Michel C. T. & Styles, Chris W. & Patterson, Paul G., 2005. "Relational competency's role in Southeast Asia business partnerships," Journal of Business Research, Elsevier, vol. 58(2), pages 173-184, February.
    • Handle: RePEc:eee:jbrese:v:58:y:2005:i:2:p:173-184
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    References listed on IDEAS

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    1. Harich, Katrin R. & LaBahn, Douglas W., 1998. "Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity," Journal of Business Research, Elsevier, vol. 42(1), pages 87-101, May.
    2. Jakki Mohr & Robert Spekman, 1994. "Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques," Strategic Management Journal, Wiley Blackwell, vol. 15(2), pages 135-152, February.
    3. Wilson, Elizabeth J. & Vlosky, Richard P., 1997. "Partnering relationship activities: Building theory from case study research," Journal of Business Research, Elsevier, vol. 39(1), pages 59-70, May.
    4. Boles, James S. & Johnson, Julie T. & BarksdaleJr., Hiram C., 2000. "How Salespeople Build Quality Relationships:: A Replication and Extension," Journal of Business Research, Elsevier, vol. 48(1), pages 75-81, April.
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    Cited by:

    1. Panibratov, Andrei & Latukha, Marina, 2014. "Obtaining international results through partnerships: evidence from Russian MNEs in the IT sector," Journal of East European Management Studies, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 19(1), pages 31-57.
    2. Malcolm Wolski & Louise Howard & Joanna Richardson, 2017. "A Trust Framework for Online Research Data Services," Publications, MDPI, vol. 5(2), pages 1-16, June.
    3. Alteren, Gro & Tudoran, Ana Alina, 2016. "Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication," International Business Review, Elsevier, vol. 25(1), pages 370-381.
    4. Zhang, Man & Hartley, Janet L. & AL-Husan, Faten Baddar & ALHussan, Fawaz Baddar, 2021. "Informal interorganizational business relationships and customer loyalty: Comparing Guanxi, Yongo, and Wasta," International Business Review, Elsevier, vol. 30(3).
    5. Nair, Anand & Hanvanich, Sangphet & Tamer Cavusgil, S., 2007. "An exploration of the patterns underlying related and unrelated collaborative ventures using neural network: Empirical investigation of collaborative venture formation data spanning 1985-2001," International Business Review, Elsevier, vol. 16(6), pages 659-686, December.
    6. Bertrand PAUGET & Mathieu CABROL, 2013. "The Role Of Relational Competence In The Healthcare Sector," Scientific Bulletin - Economic Sciences, University of Pitesti, vol. 12(2), pages 95-103.
    7. Małgorzata Chrupała-Pniak & Damian Grabowski & Monika Sulimowska-Formowicz, 2017. "Trust in Effective International Business Cooperation: Mediating Effect of Work Engagement," Entrepreneurial Business and Economics Review, Centre for Strategic and International Entrepreneurship at the Cracow University of Economics., vol. 5(2), pages 27-50.

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