ARR model: cross-cultural developments

Sharon Purchase, [No Value] Ward. A.

Research output: Contribution to journalArticlepeer-review

5 Citations (Web of Science)


This research investigates cross-cultural business networks between Australian engineering consultants and their Thai customers. A qualitative research study was conducted into business relationships, gathering data on different aspects of actors' Perceptions of their relationships. The theoretical foundation of the research was the actors-activities-resources model, a western model developed by members of the Industrial Marketing and Purchasing Group. The results prompted an adaptation to the original model through the addition of two new constructs: network constraint and actor bond negative. A detailed description of the models' constructs and their antecedents is given, thus contributing to the richness of data on cross-cultural business relationships. The modified model adds to the development of a universal model of business relationships that can form the basis for applications in both western and eastern business cultures.
Original languageEnglish
Pages (from-to)161-179
JournalInternational Marketing Review
Issue number2
Publication statusPublished - 2003


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