The establishment and development of business-to-business relationships are commonly evaluated from the customers’ perspective. In this paper we look the process mainly from the opposite direction. We define the supplier’s partner selection process as continuous assessment of relationships with customers, rather than merely commencement needed during the early contract negotiation phase. We hav...

In the present economy, business-to-business (B2B) relationships are usually long-termed and characterised by a high degree of mutual preexisting trust. With the advent of the Internet economy, E-Services marketplaces will provide an infrastructure where B2B relationships will be set up in a highly dynamic fashion. The increased dynamism of the marketplace introduces issues of lack of trust amo...

In this paper, we offer a new way of exploring relationships between three different dimensions of a business operation, namely the stages of business development, the methods of creativity and the major cultural values. Although separately each of these has gained enormous attention from the management research community, evidenced by a large volume of research studies, few studies have attemp...

Both scholars and practitioners highlight the critical role of mutual trust in cross-border technology business relationships. Yet alliance literature has overlooked emotions cultural intelligence developing trust. In a cross-sectional survey 210 relationships, we find that both partner's expressing evoking emotional states are positively associated with We also observe while interaction streng...

The role of electronic networks in B2B relationships has been growing exponentially. From massive internet B2B exchanges to tiny RFID chips, B2B is increasingly becoming e-B2B. Whilst e-B2B has been explored intra-nationally, its international counterpart is less well documented; as has been the role that culture might play in the development of international e-B2B relationships. In this paper ...