Business relationship performance depends on the context (s) in which the relationship is
being conducted, including the cultural context and the nature of the organizations …

This paper examines the efficacy of three supply chain relationship factors: trust,
commitment, and relationship specific investment (RSI) in affecting firms' cooperation …

Purpose–This paper sets out to consider the scale and scope of the value relationship
functions of trading partners and of their connected relationships created in a cross‐cultural …

The manuscript reports on a study aimed at analyzing a series of relational variables derived
from the Western industrial buyer–seller relationship and Chinese guanxi literature. The …

Purpose–The paper aims to present how relationship value is created and how it influences
the existing buyer‐supplier relationship and the buyer's performance. It seeks to introduce …

Purpose This paper aims to highlight the importance of relational resources (trust and
relationship effectiveness). The authors investigate how the Chinese guanxi is utilized to …

abstract This study explores how relationship‐specific investment (RSI) enhances interfirm
cooperation in buyer–supplier partnerships in an emerging market. Building upon the logic …

Purpose This paper uses the relational capabilities perspective to provide new insights into
the mediating role of relational capabilities and their performance implications. Specially …

The authors report the findings of a study conducted among a sample of 202 Hong Kong–
based Chinese importing companies regarding their working relationships with Western …

Recent international attention has been drawn to marketing opportunities in Asia and the
important role of customer relationships in supplier performance. However, empirical …