Border-busting microenterprises: handshakes and eye contact, not headshakes and binding contracts, the keys to stellar growth

Pickering, P.; Wong, David; Kingshott, Russel

187098_65113_Wong_Kingshott_Loh_Border_Busting_Microenterprises_1_.pdf (941.3Kb)

Access Status

Open access

Authors

Pickering, P.

Wong, David

Kingshott, Russel

Date

2012

Type

Conference Paper

Metadata

Show full item record

Citation

Pickering, Paul and Kingshott, Russel P. J. and Wong, David H. 2012. Border-busting microenterprises: handshakes and eye contact, not headshakes and binding contracts, the keys to stellar growth, in Lee, Seung-Hee (ed), “Globalization and Marketing Performance”, Global Marketing Conference at Seoul, Jul 19-22 2012. Seoul, Republic of Korea: Korean Scholars of Marketing Science.

Source Title

Proceedings of the Korean Scholars of Marketing Science conference 2012

Source Conference

Korean Scholars of Marketing Science Conference

URI

http://hdl.handle.net/20.500.11937/11459

Collection

Curtin Research Publications

Abstract

Trust-based relationships impact foreign market success of NZ Micro-enterprises. Firms capable of building trust-based relationships as a springboard to foreign market entry and growth perform better than those reliant upon the protective mechanisms of a transactional cost approach. The implications of such findings are discussed.