메뉴 건너뛰기




Volumn 58, Issue 2 SPEC.ISS., 2005, Pages 173-184

Relational competency's role in Southeast Asia business partnerships

Author keywords

Degrees of freedom analysis; Relational competency; Southeast Asia

Indexed keywords


EID: 13844270701     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(02)00492-7     Document Type: Article
Times cited : (53)

References (35)
  • 2
    • 0001824480 scopus 로고    scopus 로고
    • The effect of channel relationships and guanxi on the performance of inter-province export ventures in the People's Republic of China
    • Ambler T. Styles C. Xiucun W. The effect of channel relationships and guanxi on the performance of inter-province export ventures in the People's Republic of China Int. J. Res. Mark 16 1 1999 75-87
    • (1999) Int. J. Res. Mark. , vol.16 , Issue.1 , pp. 75-87
    • Ambler, T.1    Styles, C.2    Xiucun, W.3
  • 3
    • 84968146837 scopus 로고
    • Partnering as a focused market strategy
    • Spring
    • Anderson J.C. Narus J.A. Partnering as a focused market strategy Calif. Manage. Rev 33 Spring 1991 95-113
    • (1991) Calif. Manage. Rev. , vol.33 , pp. 95-113
    • Anderson, J.C.1    Narus, J.A.2
  • 4
    • 0347308484 scopus 로고    scopus 로고
    • How salespeople build quality relationships, a replication and extension
    • Boles J.S. Johnson J.T. Barksdale H.C. Jr. How salespeople build quality relationships, a replication and extension J. Bus. Res 48 2000 75-81
    • (2000) J. Bus. Res. , vol.48 , pp. 75-81
    • Boles, J.S.1    Johnson, J.T.2    Barksdale Jr., H.C.3
  • 5
    • 13844273041 scopus 로고
    • Relational competence
    • D. Perlman, & W.H. Jones (Eds.), London: Jessica Kingsley Publishers
    • Carpenter B.N. Relational competence In: Perlman D. Jones W.H. (Eds. Advances in personal relationships, a research manual vol. 4 1993 1-28 Jessica Kingsley Publishers London
    • (1993) Advances in Personal Relationships, a Research Manual , vol.4 , pp. 1-28
    • Carpenter, B.N.1
  • 7
    • 0003056894 scopus 로고
    • Relationship quality in services selling: An interpersonal influence perspective
    • July
    • Crosby L.A. Evans K.R. Cowles D. Relationship quality in services selling: An interpersonal influence perspective J. Mark 54 July 1990 68-81
    • (1990) J. Mark. , vol.54 , pp. 68-81
    • Crosby, L.A.1    Evans, K.R.2    Cowles, D.3
  • 8
    • 21344497954 scopus 로고
    • The dynamics of long-term business-to-business exchange relationships
    • Dabholkar P.A. Johnston W.J. Cathey A.S. The dynamics of long-term business-to-business exchange relationships J. Acad. Mark. Sci 22 2 1994 130-145
    • (1994) J. Acad. Mark. Sci. , vol.22 , Issue.2 , pp. 130-145
    • Dabholkar, P.A.1    Johnston, W.J.2    Cathey, A.S.3
  • 9
    • 0002731620 scopus 로고
    • A multidimensional approach to individual differences in empathy
    • Nov
    • Davis M.H. A multidimensional approach to individual differences in empathy JSAS Catalog Selected Documents Psychology 10 Nov. 1980 2124-2185 Nov.
    • (1980) JSAS Catalog Selected Documents Psychology , vol.10 , pp. 2124-2185
    • Davis, M.H.1
  • 10
    • 0031502147 scopus 로고    scopus 로고
    • An examination of the nature of trust in buyer-seller relationships
    • April
    • Doney P.M. Cannon J.P. An examination of the nature of trust in buyer-seller relationships J. Mark 61 April 1997 35-51
    • (1997) J. Mark. , vol.61 , pp. 35-51
    • Doney, P.M.1    Cannon, J.P.2
  • 11
    • 0032391195 scopus 로고    scopus 로고
    • A communication-based marketing model for managing relationships
    • April
    • Duncan T. Moriarty S.E. A communication-based marketing model for managing relationships J. Mark 62 April 1998 1-13
    • (1998) J. Mark. , vol.62 , pp. 1-13
    • Duncan, T.1    Moriarty, S.E.2
  • 12
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • April
    • Dwyer F.R. Schurr P.H. Oh S. Developing buyer-seller relationships J. Mark 51 April 1987 11-27
    • (1987) J. Mark. , vol.51 , pp. 11-27
    • Dwyer, F.R.1    Schurr, P.H.2    Oh, S.3
  • 13
    • 84965946802 scopus 로고
    • Communication quality and job satisfaction among managerial nurses
    • Frone M.R. Major B. Communication quality and job satisfaction among managerial nurses Group Organ. Stud 13 3 1988 332-347
    • (1988) Group Organ. Stud. , vol.13 , Issue.3 , pp. 332-347
    • Frone, M.R.1    Major, B.2
  • 14
    • 21744448471 scopus 로고
    • Determinants of long-term orientation in buyer-seller relationships
    • April
    • Ganesan S. Determinants of long-term orientation in buyer-seller relationships J. Mark 58 April 1994 1-19
    • (1994) J. Mark. , vol.58 , pp. 1-19
    • Ganesan, S.1
  • 15
    • 0040687356 scopus 로고    scopus 로고
    • Enhancing international business relationships, a focus on customer perceptions of salesperson role performance including cultural sensitivity
    • Harich K.R. LaBahn D.W. Enhancing international business relationships, a focus on customer perceptions of salesperson role performance including cultural sensitivity J. Bus. Res 42 1998 87-101
    • (1998) J. Bus. Res. , vol.42 , pp. 87-101
    • Harich, K.R.1    LaBahn, D.W.2
  • 16
    • 0004178690 scopus 로고
    • Working with the Thais
    • Bangkok: White Lotus
    • Holmes H. Tangtongtavy S. Working with the Thais 1995 White Lotus Bangkok
    • (1995)
    • Holmes, H.1    Tangtongtavy, S.2
  • 17
    • 0032337729 scopus 로고    scopus 로고
    • A comparison of suggestibility in 4-year-old girls in response to parental and stranger misinformation
    • Jackson S. Crockenberg S. A comparison of suggestibility in 4-year-old girls in response to parental and stranger misinformation J. Appl. Dev. Psychol 19 4 1998 527-542
    • (1998) J. Appl. Dev. Psychol. , vol.19 , Issue.4 , pp. 527-542
    • Jackson, S.1    Crockenberg, S.2
  • 18
    • 0032330404 scopus 로고    scopus 로고
    • What motivates fairness? The role of subordinate assertive behavior on manager's interactional fairness
    • Korsgaard M.A. Robertson L. Rymph R.D. What motivates fairness? The role of subordinate assertive behavior on manager's interactional fairness J. Appl. Psychol 83 5 1998 731-744
    • (1998) J. Appl. Psychol. , vol.83 , Issue.5 , pp. 731-744
    • Korsgaard, M.A.1    Robertson, L.2    Rymph, R.D.3
  • 19
    • 0000803107 scopus 로고
    • Perspective taking as a predictor of marital adjustment
    • Long E.C.J. Andrews D.W. Perspective taking as a predictor of marital adjustment J. Pers. Soc. Psychol 59 1 1990 126-131
    • (1990) J. Pers. Soc. Psychol. , vol.59 , Issue.1 , pp. 126-131
    • Long, E.C.J.1    Andrews, D.W.2
  • 20
    • 0030516173 scopus 로고    scopus 로고
    • Interdependency, contracting, and relational behavior in marketing channels
    • October
    • Lusch R.F. Brown J.R. Interdependency, contracting, and relational behavior in marketing channels J. Mark 60 October 1996 19-38
    • (1996) J. Mark. , vol.60 , pp. 19-38
    • Lusch, R.F.1    Brown, J.R.2
  • 21
    • 0015464386 scopus 로고
    • A measure of emotional empathy
    • Mehrabian A. Epstein N.A. A measure of emotional empathy J. Pers 40 1972 525-543
    • (1972) J. Pers. , vol.40 , pp. 525-543
    • Mehrabian, A.1    Epstein, N.A.2
  • 22
    • 0001460912 scopus 로고
    • Communication flows in distribution channels: Impact on assessments of communication quality and satisfaction
    • Mohr J.J. Sohi R.S. Communication flows in distribution channels: impact on assessments of communication quality and satisfaction J. Retail 71 4 1995 393-416
    • (1995) J. Retail , vol.71 , Issue.4 , pp. 393-416
    • Mohr, J.J.1    Sohi, R.S.2
  • 23
    • 84989085629 scopus 로고
    • Characteristics of partnership success, partnership attributes, communication behavior, and conflict resolution techniques
    • Mohr J. Spekman R. Characteristics of partnership success, partnership attributes, communication behavior, and conflict resolution techniques Strateg. Manage. J 15 1994 135-152
    • (1994) Strateg. Manage. J. , vol.15 , pp. 135-152
    • Mohr, J.1    Spekman, R.2
  • 24
    • 0030522029 scopus 로고    scopus 로고
    • Collaborative communication in interfirm relationships, moderating effects of integration and control
    • July
    • Mohr J.J. Fisher R.J. Nevin J.R. Collaborative communication in interfirm relationships, moderating effects of integration and control J. Mark 60 July 1996 103-115
    • (1996) J. Mark. , vol.60 , pp. 103-115
    • Mohr, J.J.1    Fisher, R.J.2    Nevin, J.R.3
  • 25
    • 0034216344 scopus 로고    scopus 로고
    • Assessing relationship quality
    • Naude P. Buttle F. Assessing relationship quality Ind. Mark. Manage 29 2000 351-361
    • (2000) Ind. Mark. Manage , vol.29 , pp. 351-361
    • Naude, P.1    Buttle, F.2
  • 26
    • 0031314022 scopus 로고    scopus 로고
    • Modelling the relationship between perceived value, satisfaction and repurchase intentions in a business-to-business, services context, an empirical examination
    • Patterson P.G. Spreng R.A. Modelling the relationship between perceived value, satisfaction and repurchase intentions in a business-to-business, services context, an empirical examination Int. J. Serv. Ind. Manage 8 5 1997 414-434
    • (1997) Int. J. Serv. Ind. Manage. , vol.8 , Issue.5 , pp. 414-434
    • Patterson, P.G.1    Spreng, R.A.2
  • 27
    • 84986058156 scopus 로고    scopus 로고
    • The impact of communication effectiveness and service quality on relationship commitment in consumer, professional services
    • Sharma N. Patterson P.G. The impact of communication effectiveness and service quality on relationship commitment in consumer, professional services J. Serv. Mark 13 2 1999 151-170
    • (1999) J. Serv. Mark. , vol.13 , Issue.2 , pp. 151-170
    • Sharma, N.1    Patterson, P.G.2
  • 29
    • 84945180805 scopus 로고
    • Managing customer relationships for profit, the dynamics of relationship quality
    • Storbacka K. Strandvik T. Gronroos C. Managing customer relationships for profit, the dynamics of relationship quality Int. J. Serv. Ind. Manage 5 5 1994 21-38
    • (1994) Int. J. Serv. Ind. Manage , vol.5 , Issue.5 , pp. 21-38
    • Storbacka, K.1    Strandvik, T.2    Gronroos, C.3
  • 31
    • 0002189654 scopus 로고
    • Sources of consumer satisfaction with retail outlets
    • Fall
    • Westbrook R.A. Sources of consumer satisfaction with retail outlets J. Retail 57 Fall 1981 68-85
    • (1981) J. Retail , vol.57 , pp. 68-85
    • Westbrook, R.A.1
  • 32
    • 0032399422 scopus 로고    scopus 로고
    • Managers as initiators of trust, an exchange relationship framework for understanding managerial trustworthy behavior
    • Whitener E.M. Brodt S.E. Korsgaard M.A. Werner J.M. Managers as initiators of trust, an exchange relationship framework for understanding managerial trustworthy behavior Acad. Manage. Rev 23 3 1998 513-530
    • (1998) Acad. Manage. Rev. , vol.23 , Issue.3 , pp. 513-530
    • Whitener, E.M.1    Brodt, S.E.2    Korsgaard, M.A.3    Werner, J.M.4
  • 33
    • 0002904531 scopus 로고    scopus 로고
    • Understanding the value of relationship
    • Wilson D. Jantrania S. Understanding the value of relationship Asia-Aust. Mark. J 2 1 1996 55-66
    • (1996) Asia-Aust. Mark. J. , vol.2 , Issue.1 , pp. 55-66
    • Wilson, D.1    Jantrania, S.2
  • 34
    • 0031138795 scopus 로고    scopus 로고
    • Partnering relationship activities, building theory from case study research
    • Wilson E.J. Vlosky R.P. Partnering relationship activities, building theory from case study research J. Bus. Res 39 1997 59-70
    • (1997) J. Bus. Res. , vol.39 , pp. 59-70
    • Wilson, E.J.1    Vlosky, R.P.2
  • 35
    • 0346457833 scopus 로고    scopus 로고
    • Degrees-of-freedom analysis of case data in business marketing research
    • Wilson E.J. Woodside A.G. Degrees-of-freedom analysis of case data in business marketing research Ind. Mark. Manage 28 1999 215-229
    • (1999) Ind. Mark. Manage , vol.28 , pp. 215-229
    • Wilson, E.J.1    Woodside, A.G.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.