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• W3009109733 endingPage "339" @default.
• W3009109733 startingPage "326" @default.
• W3009109733 abstract "The study seeks to further advance our understanding of the complexities and challenges facing international managers when conducting business in an Indian context. Drawing on survey data from managers in over 300 companies, the study suggests that in-order to enhance performance in a business-to-business context within India, there is a need to nurture satisfactory business relationships through the practice of Jaan – pehchaan. Specifically, the study revealed that relationship satisfaction and long-term orientation are driven by three behavioral constructs associated with Jaan – pehchaan, i.e., Pehchaan, Len-den and Bharosa and these serve to positively drive business performance. Several managerial and theoretical implications are extracted from the study along with directions for future research." @default.
• W3009109733 created "2020-03-13" @default.
• W3009109733 creator A5051692505 @default.
• W3009109733 creator A5063895582 @default.
• W3009109733 creator A5072367818 @default.
• W3009109733 creator A5078393721 @default.
• W3009109733 date "2020-08-01" @default.
• W3009109733 modified "2023-10-16" @default.
• W3009109733 title "Doing business in India: The role of jaan-pehchaan" @default.
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