THE MANAGEMENT OF CONFLICT IN BUYER-SELLER RELATIONSHIPS: A CASE STUDY OF AN AUSTRALIAN EXPORTER IN ASIAN AND US MARKETS

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Susan Freeman

Abstract

This paper will extend the conflict management stream by examining the complexity of conflict in buyer-seller relationships, comparing Western and Asian markets and their "contextual boundaries". Specifically, a model is developed linking different dimensions of cross-cultural business relationships to different dissolution and communication strategies for managing conflict. Multiple in-depth interviews in a single case study provide support for the theoretical development of a model of five key factors important in the selection of appropriate conflict management styles by the focal firm when managing buyer relationships in psychically distant markets.

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How to Cite
Susan Freeman. (2003). THE MANAGEMENT OF CONFLICT IN BUYER-SELLER RELATIONSHIPS: A CASE STUDY OF AN AUSTRALIAN EXPORTER IN ASIAN AND US MARKETS. Asian Academy of Management Journal, 8(2), 109–132. https://ejournal.usm.my/aamj/article/view/aamj_vol8-no-2-2003_6
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Original Articles