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All Journal Journal of Economics, Business, & Accountancy Ventura International Research Journal of Business Studies (E-Journal) Distribusi JMM UNRAM (Jurnal Magister Manajemen Universitas Mataram) JISIP: Jurnal Ilmu Sosial dan Pendidikan MABIS: Manajemen dan Bisnis Jurnal Gema Ngabdi Jurnal Abdi Insani Target : Jurnal Manajemen Bisnis Publikasi Ilmiah Bidang Pengabdian Kepada Masyarakat (SIKEMAS) Khidmatuna: Journal of Research and Community Service
Sulhaini Sulhaini
Department Of Management, The University Of Mataram
Agriculture, Biological Sciences & Forestry Arts Humanities Civil Engineering, Building, Construction & Architecture Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Engineering Environmental Science Health Professions Industrial & Manufacturing Engineering Languange, Linguistic, Communication & Media Law, Crime, Criminology & Criminal Justice Mathematics Public Health Social Sciences Other

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Journal : Journal of Economics, Business,

 1 
BUSINESS RELATIONSHIP DEVELOPMENT IN THE CONTEXT OF A HIGH-RISK AND UNCERTAINTY Sulhaini Sulhaini
Journal of Economics, Business, & Accountancy Ventura Vol 15, No 1 (2012): April 2012
Publisher : STIE Perbanas Surabaya

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.14414/jebav.v15i1.54

Abstract

This paper aims to explore how relationship elements fluctuate and business relationshipsdevelop in a volatile country market. Previous studies explored business relationship developmentin stable country markets ignoring the complexity of building relationships in thecontext of high-risk and high uncertainty environment. This study followed the traditions ofinductive logic and used a qualitative approach and multi-case study design. Data was analyzedfollowing the procedure of General Inductive Approach (GIA).The findings suggest thatlearning orientation is a key orientation influencing a companies ability to develop businessrelationships in a high- risk country market and that relationships need to be understoodfrom this perspective rather than simply a relational one. Business relationship developmentin a volatile market can be better understood through the learning perspective than merelywithin the relational perspective. Practical implication of the study is that when exporting toa high risk country market, a company needs to develop its orientation towards learning todevelop its ability and capacity to manage and develop business relationships.
Co-Authors Akhmad Saufi Akhmad Saufi anggriani, rini Baiq Deria Ayuning Fatika Baiq Handayani Rinuastuti Baiq Handayani Rinuastuti Baiq Ismiwati Baiq Ismiwati Baiq Ismiwati Baiq Ismiwati Baiq Nadia Nirwana Baiq Nikmatul Ulya Dayani, Rahman Dayani, Rahman Djoko Suprayetno Dwi Putra Buana Sakti Faya Prima Dewi Handry Sudiartha Athar Harry Nurdin Junaidi Sagir Lalu Ferdi Ferdiansyah Maya Triana Mulyono, Lalu Edy Herman Mulyono, Lalu Edy Herman Nuzul Hidayat Rahman Dayani Rahman Dayani Rahman Dayani Rahman Dayani Rahman Dayani Rahman Dayani Rahman Dayani Rini Anggriani Rosdiana Martiningsih Rusdan Rusdan . Rusdan Rusdan Rusdan Rusdan Rusdan Rusdan Rusdan Rusdan Rusdan Rusdan Salma Sabrina Santi Nururly Sri Ernawati zunaidin Sugiharto, Guruh Sulaimiah Sulaimiah Sulaimiah Sulaimiah Sulaimiah, Sulaimiah Sulaimiah, Sulaimiah Yulia Prayanti