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Paper info: Cultural-Specific Factors Affecting Industrial Buyer-Seller Relationships

Title


Cultural-Specific Factors Affecting Industrial Buyer-Seller Relationships

Authors


Anna Kaunonen
Tampere University of Technology
Finland
Anna Kaunonen and
Olavi Uusitalo
Tampere University of Technology
Finland
Olavi Uusitalo

Place of Publication


The paper was published at the 25th IMP-conference in Marseille, France in 2009.

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Abstract


Ford et al.'s (1998; 2003) Industrial Buyer-Supplier Relationship Development Stage Model is based on a study made in five European countries. The model should be reviewed in order to be suitable in, for example, Asian and Latin American countries. Hence, the impact of cultural distance is evaluated and different cultural-specific factors affecting the industrial buyer-supplier relationship development are proposed.