MABIS: Manajemen dan Bisnis
Vol 7, No 1 (2008): MARCH 2008

LEARNING PROCESSES IN BUSINESS RELATIONSHIP DEVELOPMENT

Sulhaini . (University of Mataram)

Article Info

Publish Date
01 Mar 2008

Abstract

The paper explores business relationship development between small English firms with its five customers in Indonesia, which has become an uncertain market since 1997. The study utilised qualitative method and followed inductive logic to explore the phenomena. The data was gathered through in-depth interviews both in England and in Indonesia with the Sales Director, the Export Manager, the Company Secretary and the Purchasing Manager of the buying firms. The finding suggests critical roles of learning in maintaining competitiveness in an uncertain market. Learning processes underline the development of business relationship elements, which then influence the development the business relationships.

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Journal Info
MABIS: Manajemen dan Bisnis
Website

Abbrev

mabis

Publisher

Universitas Surabaya

Subject

Economics, Econometrics & Finance Social Sciences

Description

Manajemen & Bisnis (MABIS) is an open access journal with ISSN 1412-3789 and e-ISSN 2477-1783. The editorial board invites authors and experts to publish and share their ideas through scientific and empirical research in the field of Management and Business. The major objective of the publication is ...