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Looking at both sides of the coin
Josiassen, Alexander Fletcher, Richard
Josiassen, Alexander
Fletcher, Richard
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Josiassen.pdf
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Abstract
In international business the country-of-origin and psychological distance concepts play crucial roles. Both have been extensively investigated by researchers. However, the notion that they both deal with country-perceptions as seen from the seller and buyer respectively have mostly been overlooked in the extant literature. In this article, the authors argue that the two concepts are critical to market success and that firms must consider their joint influence on the buyer-seller relationship as well as on the individual deal. The issue is further illustrated via a case study. Conceptually, the holistic network-perspective which the authors advocate is a distinct departure from previous research-traditions in either area.
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2010-06
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With permission of the license/copyright holder