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Analyzing business-to-business relationships in an Arab context

Author

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  • Berger, Ron
  • Silbiger, Avi
  • Herstein, Ram
  • Barnes, Bradley R.

Abstract

With a population in excess of 370 million, the Arab nations constitute a significant and growing region of the world. In an attempt to broaden our understanding of the business culture in this region, this study develops and tests a measurement scale to examine social networks in an Arab context (Wasta). Three relational constructs: Mojamala, Hamola and Somah are used to capture Wasta and examine their influence on relationship satisfaction and performance. The study has managerial implications for Western firms doing business in an Arab context, offers academics with a scale for further investigation and provides directions for future research.

Suggested Citation

  • Berger, Ron & Silbiger, Avi & Herstein, Ram & Barnes, Bradley R., 2015. "Analyzing business-to-business relationships in an Arab context," Journal of World Business, Elsevier, vol. 50(3), pages 454-464.
    • Handle: RePEc:eee:worbus:v:50:y:2015:i:3:p:454-464
    DOI: 10.1016/j.jwb.2014.08.004
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    7. Shaikha Khalfan, 2024. "Wasta in business management: a critical review of recent developments and future trends in the tourism sector," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-10, December.
    8. Saad Yaseen, 2017. "Understanding Arab Manager s Mindsets," Proceedings of Business and Management Conferences 5607629, International Institute of Social and Economic Sciences.
    9. Dowling, Michael & Vanwalleghem, Dieter, 2018. "Gulf Cooperation Council cross-border M&A: Institutional determinants of target nation selection," Research in International Business and Finance, Elsevier, vol. 46(C), pages 471-489.
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