... business negotiations in Brazil. Design/methodology/approach The study is of a qualitative nature, using a multiple-case study design at three levels (small-, medium- and large-scale negotiations). Interviews were conducted with Brazilian and German managers to capture the emic–etic view...

... relationship. Thus, we formulate the following hypothesis: H3. The more transaction specific investments the more joint action in a business relationship. Buyer‐seller relationships Collaboration Networks Automotive industry Brazil An important concern of marketing scholars...

... perspective on the effects of trust and commitment. Contextually, a service provider in an emerging market, Brazil, provides unique extensions to the existing literature. Valter Afonso Vieira can be contacted at: valterafonsovieira@gmail.com © Emerald Group Publishing Limited 2011 Supply chain...

... producer of telecommunication equipment, who has recently started to additionally offer IT solutions. Originality/value This paper uses a Brazilian energy supplier as a case study. © Emerald Group Publishing Limited 2006 Telecommunications Brazil Chris Jensen felt pleasantly excited...

... orientation). Coffee Supply chain management Trust Organic foods Brazil The Netherlands An executive summary for managers and executives can be found at the end of this issue. Business‐to‐business (B2B) relationships are valuable long‐term assets of a company. It is necessary...

... by presenting managerial and theoretical implications of the research. The relationship between automobile manufacturers and automobile parts suppliers in Brazil has been clearly influenced by important events in the dynamic world automotive scenario. Research carried out by Rampazzo (1998) shows...