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Analyzing business-to-business relationships in an Arab context

Author

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  • Berger, Ron
  • Silbiger, Avi
  • Herstein, Ram
  • Barnes, Bradley R.

Abstract

With a population in excess of 370 million, the Arab nations constitute a significant and growing region of the world. In an attempt to broaden our understanding of the business culture in this region, this study develops and tests a measurement scale to examine social networks in an Arab context (Wasta). Three relational constructs: Mojamala, Hamola and Somah are used to capture Wasta and examine their influence on relationship satisfaction and performance. The study has managerial implications for Western firms doing business in an Arab context, offers academics with a scale for further investigation and provides directions for future research.

Suggested Citation

  • Berger, Ron & Silbiger, Avi & Herstein, Ram & Barnes, Bradley R., 2015. "Analyzing business-to-business relationships in an Arab context," Journal of World Business, Elsevier, vol. 50(3), pages 454-464.
    • Handle: RePEc:eee:worbus:v:50:y:2015:i:3:p:454-464
    DOI: 10.1016/j.jwb.2014.08.004
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    7. Shaikha Khalfan, 2024. "Wasta in business management: a critical review of recent developments and future trends in the tourism sector," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-10, December.
    8. Saad Yaseen, 2017. "Understanding Arab Manager s Mindsets," Proceedings of Business and Management Conferences 5607629, International Institute of Social and Economic Sciences.
    9. Dowling, Michael & Vanwalleghem, Dieter, 2018. "Gulf Cooperation Council cross-border M&A: Institutional determinants of target nation selection," Research in International Business and Finance, Elsevier, vol. 46(C), pages 471-489.
    10. Abosag, Ibrahim & Yen, Dorothy Ai-wan & Barnes, Bradley R. & Gadalla, Eman, 2021. "Rethinking guanxi and performance: Understanding the dark side of Sino–U.S. business relationships," International Business Review, Elsevier, vol. 30(4).
    11. G. Tomas M. Hult & Forrest V. Morgeson III & Udit Sharma & Claes Fornell, 2022. "Customer satisfaction and international business: A multidisciplinary review and avenues for research," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 53(8), pages 1695-1733, October.
    12. Ron Berger & Ram Herstein & Avi Silbiger & Bradley R. Barnes, 2017. "Developing International Business Relationships in a Russian Context," Management International Review, Springer, vol. 57(3), pages 441-471, June.
    13. Hearn, Bruce & Filatotchev, Igor, 2019. "Founder retention as CEO at IPO in emerging economies: The role of private equity owners and national institutions," Journal of Business Venturing, Elsevier, vol. 34(3), pages 418-438.
    14. Hearn, Bruce & Oxelheim, Lars & Randøy, Trond, 2021. "The Impact of Founders on Information Asymmetry vis-à-vis Outside Investors: Evidence from Caribbean Offshore Tax Havens," Working Paper Series 1419, Research Institute of Industrial Economics.
    15. Mahmoud Ibrahim Fallatah, 2021. "Innovating in the Desert: a Network Perspective on Knowledge Creation in Developing Countries," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 12(3), pages 1533-1551, September.
    16. Elbanna, Said & Abdelzaher, Dina M. & Ramadan, Nora, 2020. "Management research in the Arab World: What is now and what is next?," Journal of International Management, Elsevier, vol. 26(2).
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    18. 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).
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