La Revue des Sciences Commerciales
Volume 13, Numéro 1, Pages 13-22
2014-06-15
Relationship Marketing In The Export Sector: A Comparative Analysis Of The Dubai And Us/canada Survey Results.
Authors : Hamoutene Ali . Heroux Lise . Hattou Feriel .
Abstract
This comparative analysis attempts to determine if significant differences exist in exporter relationship dimensions between two regions: Dubai and US/Canada. Significant differences are found between pure exporters and hybrid exporters with respect to number of employees and experience exporting. Eight export relationship dimensions are also examined: dependence, trust, understanding, commitment, communication, distance, uncertainty and conflict. No significant differences are found in relationship dimensions in the two regions. This suggests that exporters generally have similar expectations of their trade relationships in these different cultures, and that similar relationship-building behaviors can lead to a successful exporting relationship in both regions.
Keywords
Marketing, Export, Trade relationships
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