This paper investigates how Australian exporters and importers in Japan and Malaysia rate their current business relationships and areas that need improvement. These areas where investigated in terms of the characteristics of the five states of business-tobusiness relationship development from the literature. A series of 25 in-depth interviews with Asian importers and Australian exporters about...

INTRODUCTION ..................................................................................... 79 I. THE ARCHITECTURE OF THE EARLY INTERNET .................... 81 A. The Topology of the Early Internet .......................................... 81 B. Business Relationships on the Early Internet: Peering and Transit ...............................................................................

As customer relationships constitute an important new asset category for the digital economy organization, the role of trust becomes vital for establishing and maintaining successful relational exchanges between the business and the consumer. Drawing from established theoretical work on trust and relationship marketing, a series of trust constructs and trust-building processes are synthesized t...

In this paper, we empirically examine the impact oflong-term client relationships on the performance ofbusiness service firms. On the basis ofthe information contained in the Compustat and Comnact Disclosure sets of databases, we find that, over the long run, relationship-oriented business service firms achieve higher returns on their investment than transaction-oriented firms. Importantly, our...

This study examines the dynamics of inter-organizational relationships enabled by the application of Internet technologies in a newly formed large Chinese telecom enterprise. It employs an interpretive case study approach that involved collection of qualitative data through semi-structured interviews and observations. This paper illustrates the importance of national and corporate cultures in s...