The Management Of Conflict In Buyer-Seller Relationships: A Case Study Of An Australian Exporter In Asian And Us Markets
This paper will extend the conflict management stream by examining the complexity of conflict in buyer-seller relationships, comparing Western and Asian markets and their "contextual boundaries". Specifically, a model is developed linking different dimensions of cross-cultural business...
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| Format: | Article |
| Language: | English |
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Asian Academy of Management (AAM)
2003
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| Subjects: | |
| Online Access: | http://eprints.usm.my/35741/ http://eprints.usm.my/35741/1/AAMJ_8-2-6.pdf |
| _version_ | 1848877705123069952 |
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| author | Freeman, Susan |
| author_facet | Freeman, Susan |
| author_sort | Freeman, Susan |
| building | USM Institutional Repository |
| collection | Online Access |
| description | This paper will extend the conflict management stream by examining the complexity of conflict
in buyer-seller relationships, comparing Western and Asian markets and their "contextual
boundaries". Specifically, a model is developed linking different dimensions of cross-cultural
business relationships to different dissolution and communication strategies for managing
conflict. Multiple in-depth interviews in a single case study provide support for the theoretical
development of a model of five key factors important in the selection of appropriate conflict
management styles by the focal firm when managing buyer relationships in psychically distant
markets. |
| first_indexed | 2025-11-15T17:19:41Z |
| format | Article |
| id | usm-35741 |
| institution | Universiti Sains Malaysia |
| institution_category | Local University |
| language | English |
| last_indexed | 2025-11-15T17:19:41Z |
| publishDate | 2003 |
| publisher | Asian Academy of Management (AAM) |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | usm-357412017-07-20T08:30:23Z http://eprints.usm.my/35741/ The Management Of Conflict In Buyer-Seller Relationships: A Case Study Of An Australian Exporter In Asian And Us Markets Freeman, Susan HD28-70 Management. Industrial Management This paper will extend the conflict management stream by examining the complexity of conflict in buyer-seller relationships, comparing Western and Asian markets and their "contextual boundaries". Specifically, a model is developed linking different dimensions of cross-cultural business relationships to different dissolution and communication strategies for managing conflict. Multiple in-depth interviews in a single case study provide support for the theoretical development of a model of five key factors important in the selection of appropriate conflict management styles by the focal firm when managing buyer relationships in psychically distant markets. Asian Academy of Management (AAM) 2003 Article PeerReviewed application/pdf en http://eprints.usm.my/35741/1/AAMJ_8-2-6.pdf Freeman, Susan (2003) The Management Of Conflict In Buyer-Seller Relationships: A Case Study Of An Australian Exporter In Asian And Us Markets. Asian Academy of Management Journal (AAMJ), 8 (2). pp. 1-24. ISSN 1394-2603 http://web.usm.my/aamj/8.2.2003/AAMJ%208-2-6.pdf |
| spellingShingle | HD28-70 Management. Industrial Management Freeman, Susan The Management Of Conflict In Buyer-Seller Relationships: A Case Study Of An Australian Exporter In Asian And Us Markets |
| title | The Management Of Conflict In Buyer-Seller
Relationships: A Case Study Of An Australian
Exporter In Asian And Us Markets |
| title_full | The Management Of Conflict In Buyer-Seller
Relationships: A Case Study Of An Australian
Exporter In Asian And Us Markets |
| title_fullStr | The Management Of Conflict In Buyer-Seller
Relationships: A Case Study Of An Australian
Exporter In Asian And Us Markets |
| title_full_unstemmed | The Management Of Conflict In Buyer-Seller
Relationships: A Case Study Of An Australian
Exporter In Asian And Us Markets |
| title_short | The Management Of Conflict In Buyer-Seller
Relationships: A Case Study Of An Australian
Exporter In Asian And Us Markets |
| title_sort | management of conflict in buyer-seller
relationships: a case study of an australian
exporter in asian and us markets |
| topic | HD28-70 Management. Industrial Management |
| url | http://eprints.usm.my/35741/ http://eprints.usm.my/35741/ http://eprints.usm.my/35741/1/AAMJ_8-2-6.pdf |