• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.77
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• pp.305-327
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• 2018

Export Intermediaries engage in an exporter's side transaction with an importer's side, both of which are customers of these intermediaries. Therefore, dyadic perspectives implied in conventional theories of customer orientation should be revised to apply to a triadic relationship systemin indirect export settings. The present manuscript proposed that customer orientation of export intermediaries consists of total customer orientation toward both the exporter and importer sides and customer orientation asymmetry, which is customer orientation in favor of the exporter relative to the importer side, and examines the antecedents and outcomes of these orientations. It is posited that each side attention increases total customer orientation and customer orientation asymmetry toward exporters or importers. These positive effects would be weaker when importers and exporters interact directly versus indirectly and would be stronger when the offering prices vary versus remain stable during negotiations. Lastly, total customer orientation would increase export intermediaries' performance by itself and in interaction with customer attention. Nonetheless, orientation asymmetry would increase their outcomes in line with customer attention.

• The Journal of Fisheries Business Administration
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• v.36 no.1 s.67
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• pp.51-79
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• 2005

The main propose of this study is to analyze of the Chinese Fisheries Products competitiveness in Korean Market. This study was using a model of working partnerships by James C. Anderson & James A. Narus(1990). That is, Support is found for a number of the hypothesized construct relations and in both manufacture firm and distributor firm model, for the respecification of cooperation as an antecedent rather than a consequence of trust. This study was able to apply this model's intention for the relationship between Chinese fisheries products exporter and Korean importer, because I thought that competitiveness of trade market was based on relationship between the two countries traders. The results of this study are summarized as follows. As the above result, the several hypothesized correlation among the factors were significant. These results was tried to apply the competitiveness degree index as main factors among the countries, The method of measuring competitiveness .degree index was [(outcome + influence + communication + coopration + trust + satisfaction) - conflict, In result, China was 21.5583, USA was 20.2667, East Asia was 18.79126, EU was 18.4723, Russia was 16.3858.