| Summary: |
This paper presents an empirical study on business-to-business relationship development in Saudi Arabia. The study explores the impact of the Saudi Arabian national culture on business relationship development. Despite the amount of attention paid to the process of relationship development based on data from Western cultures, the influence of the national culture on the development process in Eastern cultures has not been explored. Using semi-structured interviews, a processual model of business relationship development is presented. More significantly, the paper identified the Et-Moone concept as a unique and powerful concept in business relationships in Saudi Arabia. Managerial implications, recommendations for future research and conclusion are offered.
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