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• W1978844304 abstract "A supplier's development of a foreign market can be better understood when examined in the context of bridgehead business relationships between a supplier and a foreign customer. In addition to intrarelationship factors, the network of business relationships connected with a supplier and its foreign customer is also important in understanding the supplier's bridgehead relationships. The results from a LISREL analysis of 142 international business relationships show that the supplier's bridgehead relationships are conditioned by the personal relations with the foreign customer. The supplier's bridgehead relationships are also dependent on mutual commercial dependence between the supplier and the foreign customer. The results show that the supplier views the foreign customer as a conduit for foreign market development and will commit itself to the business relationship for this reason. A further finding is that the network of business relations connected with a supplier and its foreign customer constitutes an important setting for the supplier's bridgehead relationships." @default.
• W1978844304 created "2016-06-24" @default.
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• W1978844304 creator A5024435865 @default.
• W1978844304 date "2000-04-01" @default.
• W1978844304 modified "2023-10-18" @default.
• W1978844304 title "The character of bridgehead relationships" @default.
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• W1978844304 doi "https://doi.org/10.1016/s0969-5931(99)00036-0" @default.
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