Expectations of working relationships in international buyer–seller relationships: Development of a relationship continuum scale [Summary]

dc.contributor.author	Jones, David L.	en
dc.contributor.author	Mccleary, Ken W.	en
dc.date.accessioned	2017-12-25T01:57:06Z	en
dc.date.available	2017-12-25T01:57:06Z	en
dc.date.issued	2007-07-23	en
dc.description.abstract	This study is an attempt to develop a scale to measure expectations of buyer-seller working relationships on a cross-cultural basis in the hospitality industry. The focus is on North American and Asian hotel salespeople. The scale development drew from previous research in guanxi relationships, purchasing, and selling strategies. While the results did not support a reliable unidimensional scale that could distinguish between transactional and collaborative working relationships, the methodology did create a framework for further scale development.	en
dc.description.notes	Pages 181-202	en
dc.format.mimetype	application/pdf	en
dc.identifier.uri	http://hdl.handle.net/10919/81426	en
dc.language.iso	en	en
dc.publisher	Virginia Tech	en
dc.rights	Creative Commons Attribution 4.0 International	en
dc.rights.uri	http://creativecommons.org/licenses/by/4.0/	en
dc.subject	buyer–seller relationship	en
dc.subject	national culture	en
dc.subject	sales management	en
dc.subject	relationship selling	en
dc.subject	hotel sales	en
dc.title	Expectations of working relationships in international buyer–seller relationships: Development of a relationship continuum scale [Summary]	en
dc.title.serial	Asia Pacific Journal of Tourism Research	en
dc.type	Summary	en
dc.type.dcmitype	Text	en

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