Do Cultural Differences Affect International Buyer-Seller Relationships?
Bianchi, Constanza (2006) Do Cultural Differences Affect International Buyer-Seller Relationships? Journal of International Consumer Marketing, 18(4), pp. 7-32.
Relationship marketing has been widely studied in a national context, however little research has explored exchange relationships among international channel members. International relationships involve unique risks due to potential problems arising from transactions held between buyers and sellers of different cultural backgrounds. These cultural differences can negatively affect the development of relational outcomes such as trust and commitment, but the literature is not clear on this proposition. Two hypotheses are tested with Chilean importer firms. The results show that cultural differences do not affect the level of trust and commitment of exchange relationships between foreign suppliers and Chilean distributors. Theoretical and managerial implications are derived, and suggestions for future research are proposed.
Impact and interest:
Citation counts are sourced monthly from and citation databases.
These databases contain citations from different subsets of available publications and different time periods and thus the citation count from each is usually different. Some works are not in either database and no count is displayed. Scopus includes citations from articles published in 1996 onwards, and Web of Science® generally from 1980 onwards.
Citations counts from theindexing service can be viewed at the linked Google Scholar™ search.
Full-text downloads displays the total number of times this work’s files (e.g., a PDF) have been downloaded from QUT ePrints as well as the number of downloads in the previous 365 days. The count includes downloads for all files if a work has more than one.
|Item Type:||Journal Article|
|Keywords:||Relationship Marketing, Cultural Differences, Trust, Commitment, Chile|
|Divisions:||Current > QUT Faculties and Divisions > QUT Business School|
|Copyright Owner:||Copyright 2006 Haworth Press|
|Copyright Statement:||Reproduced in accordance with the copyright policy of the publisher.|
|Deposited On:||04 Oct 2007 00:00|
|Last Modified:||29 Feb 2012 13:56|
Repository Staff Only: item control page