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This dissertation studies the internationalization process of a small and medium-sized Portuguese family business and, in particular, the importance of the quality of the relationship between the exporting company and its local intermediaries. On the one hand, it aims to understand how the concept of "psychic distance" between the exporter and importer influences the quality of the relationship in terms of commitment, trust, and satisfaction. on the other hand, it seeks to understand how the quality of the relationship influences resource sharing (cooperation and communication climate); finally, it seeks to understand how resource sharing affects export performance. In addition to interviews with intermediaries, secondary data on export performance were taken into account, as well as the different strategies applied in the internationalization process of a family business.
About the author
Abílio Vilaça stammt aus Braga, Portugal. Er hat einen Master-Abschluss in International Business der Fakultät für Wirtschaft und Management der Universität Minho und einen Bachelor-Abschluss in Orientalistik des Instituts für Sprachen und Geisteswissenschaften derselben Universität. Die Erfahrungen mit verschiedenen Märkten und unterschiedlichen internationalen Realitäten rechtfertigen die Entstehung dieses Buches.
