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Understanding the Domain of Cross-National Buyer-Seller Interactions
16 references·16 citing·40 second hopsampled
Understanding the Domain of Cross-National Buyer-Seller Interactions (1992)Understanding the Domain of Cross-Nationa…Measuring Organizational Cultures: A Qualitative and Quantitative Study Across Twenty Cases (1990)Measuring Organizational Cult…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Standardization of International Marketing Strategy: Some Research Hypotheses (1989)Standardization of Internatio…Organizational Culture and Marketing: Defining the Research Agenda (1989)Organizational Culture and Ma…Entry Strategies for International Markets (1988)Entry Strategies for Internat…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…International dimensions of organizational behavior (1986)International dimensions of o…Culture's Consequences: International Differences in Work-Related Values. (1983)Culture's Consequences: Inter…The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments (1977)The Internationalization Proc…The Social Psychology of Bargaining and Negotiation (1975)The Social Psychology of Barg…Variations in Value Orientations. (1961)Variations in Value Orientati…The Silent Language (1959)The Silent LanguageToward a General Theory of Action. (1952)Toward a General Theory of Ac…Toward a General Theory of Action (1951)Toward a General Theory of Ac…Income, Saving and the Theory of Consumer Behavior. (1950)Income, Saving and the Theory…Corporate environmental sustainability reporting in the context of national cultures: A quantile regression approach (2016)Corporate environmental susta…Does the importance of value, brand and relationship equity for customer loyalty differ between Eastern and Western cultures? (2013)Does the importance of value,…Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products (2008)Market and supplier character…Resource–performance relationships in industrial export ventures: The role of resource inimitability and substitutability (2006)Resource–performance relation…Exporter–importer relationship quality: The inhibiting role of uncertainty, distance, and conflict (2006)Exporter–importer relationshi…Understanding Customer Value in Business-to-Business Relationships (2005)Understanding Customer Value …The effect of working relationship quality on salesperson performance and job satisfaction: Adaptive selling behavior in Korean automobile sales representatives (2005)The effect of working relatio…Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison (2005)Determinants of Customer Bene…Relationship Bonding and Trust as a Foundation for Commitment in U.S.–Mexican Strategic Alliances: A Structural Equation Modeling Approach (2002)Relationship Bonding and Trus…Cultural Influences on the Diffusion of New Products (2002)Cultural Influences on the Di…Instituting the Marketing Concept in a Multinational Setting: The Role of National Culture (2001)Instituting the Marketing Con…A Conceptual Model and Study of Cross-Cultural Business Relationships (1998)A Conceptual Model and Study …Why too many alliances end in divorce (1997)Why too many alliances end in…Sensitivity to National Business Culture: Effects on U.S.-Mexican Channel Relationship Performance (1997)Sensitivity to National Busin…Importer Behavior: the neglected Counterpart of International Exchange (1997)Importer Behavior: the neglec…National character and response to unsatisfactory hotel service (1996)National character and respon…THE INTERNATIONALIZATION OF THE FIRM ? FOUR SWEDISH CASES (1975)The Effect of National Culture on the Choice of Entry Mode (1988)Toward a Theory of International New ventures (1994)The Theory of the Growth of the Firm (1995)The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership (2009)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)The Commitment-Trust Theory of Relationship Marketing (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Exchange and Power in Social Life (2017)Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)The Effect of a Market Orientation on Business Profitability (1990)Market Orientation: Antecedents and Consequences (1993)Organizational culture and leadership (1993)The Interpretation of Cultures (2017)On Studying Organizational Cultures (1979)Individuals and organizations: The cultural match. (1983)The Cultural Diversity of Western Conceptions of Management (1983)Cultural constraints in management theories (1993)Hofstede's model of national cultural differences and their consequences: A triumph of faith - a failure of analysis (2002)Dimensionalizing Cultures: The Hofstede Model in Context (2011)The Cultural Anthropology of Time: A Critical Essay (1992)The mobile connection: the cell phone's impact on society (2004)Cultural Intelligence: Its Measurement and Effects on Cultural Judgment and Decision Making, Cultural Adaptation and Task Performance (2007)Satisfaction and comparison income (1996)The analysis of household surveys (1997)Relative Income, Happiness, and Utility: An Explanation for the Easterlin Paradox and Other Puzzles (2008)Theory in Anthropology since the Sixties (1984)Recent Developments in Role Theory (1986)On the meaning of work: A theoretical integration and review (2010)Searching for Common Threads: Understanding the Multiple Effects of Diversity in Organizational Groups (1996)What Makes Teams Work: Group Effectiveness Research from the Shop Floor to the Executive Suite (1997)Transnational Transfer of Strategic Organizational Practices: A Contextual Perspective (1999)Culture in Action: Symbols and Strategies (1986)Individualism and collectivism: Cross-cultural perspectives on self-ingroup relationships. (1988)A Theory of Cultural Values and Some Implications for Work (1999)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)Universals in the Content and Structure of Values: Theoretical Advances and Empirical Tests in 20 Countries (1992)The weirdest people in the world? (2010)
this work references cited by second hop· second hop is a sample of the most-cited connections

References

  • 1983Culture's Consequences: International Differences in Work-Related Values.15,062 cited
  • 1977The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments10,872 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1959The Silent Language3,464 cited
  • 1990Measuring Organizational Cultures: A Qualitative and Quantitative Study Across Twenty Cases3,234 cited
  • 1986International dimensions of organizational behavior3,125 cited
  • 1961Variations in Value Orientations.2,816 cited
  • 1951Toward a General Theory of Action2,566 cited
  • 1950Income, Saving and the Theory of Consumer Behavior.2,197 cited
  • 1989Organizational Culture and Marketing: Defining the Research Agenda1,802 cited
  • 1952Toward a General Theory of Action.1,693 cited
  • 1988Entry Strategies for International Markets1,443 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1975The Social Psychology of Bargaining and Negotiation1,152 cited
  • 1989Standardization of International Marketing Strategy: Some Research Hypotheses949 cited

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  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
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    • 2016Corporate environmental sustainability reporting in the context of national cultures: A quantile regression approach267 cited
    • 2001Instituting the Marketing Concept in a Multinational Setting: The Role of National Culture265 cited
    • 2002Relationship Bonding and Trust as a Foundation for Commitment in U.S.–Mexican Strategic Alliances: A Structural Equation Modeling Approach240 cited
    • 2008Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products238 cited
    • 1998A Conceptual Model and Study of Cross-Cultural Business Relationships224 cited
    • 2002Cultural Influences on the Diffusion of New Products220 cited
    • 2006Exporter–importer relationship quality: The inhibiting role of uncertainty, distance, and conflict184 cited
    • 1997Why too many alliances end in divorce178 cited
    • 2013Does the importance of value, brand and relationship equity for customer loyalty differ between Eastern and Western cultures?168 cited
    • 2006Resource–performance relationships in industrial export ventures: The role of resource inimitability and substitutability168 cited
    • 2005Understanding Customer Value in Business-to-Business Relationships153 cited
    • 1996National character and response to unsatisfactory hotel service146 cited
    • 2005The effect of working relationship quality on salesperson performance and job satisfaction: Adaptive selling behavior in Korean automobile sales representatives132 cited
    • 2005Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison131 cited
    • 1997Importer Behavior: the neglected Counterpart of International Exchange131 cited
    • 1997Sensitivity to National Business Culture: Effects on U.S.-Mexican Channel Relationship Performance124 cited