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Abosag, Ibrahim (2008) 'Business Relationship Development in Saudi Arabia: Preliminary Findings on the Role of the Et-Moone Concept.' Journal of Scientific Management, 1 (2). pp. 3-16.

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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.

Item Type: Journal Article
SOAS Departments & Centres: Departments and Subunits > School of Finance & Management
Legacy Departments > Faculty of Law and Social Sciences > School of Finance and Management
Copyright Statement: This is the version of the article/chapter accepted for publication in Journal of Scientific Management, 1 (2). pp. 3-16. Re-use is subject to the publisher’s terms and conditions
Date Deposited: 27 Oct 2015 12:25

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