Sulhaini Sulhaini

• Professor
• University of Mataram

The study aims at examing the effect of positive electronic word of mouth (eWOM) and consumers with Fear Of Missing Out (FOMO) of local skincare products. This research is quantitative in nature. the population are Indonesians who have shopped for local skincare products through s-commerce applications. the number of samples were 150. The data anal...

Current developments in digital marketing technology have been suspected of increasing consumer impulse buying behaviour. This research analyses the influence of Electronic Word of Mouth and hedonic shopping motivation on impulse buying, moderated by Fear of Missing Out. This research is quantitative research that uses a causal associative approach...

The main purpose of this study is to examine the effect of influencer credibility, brand originality image, and price consciousness on the consumer trust in local brands of beauty products. The sample in this study was young Indonesian female consumers aged between 17 and 38 years. This study shows that influencer credibility and price consciousnes...

One of the modern businesses that is increasingly popular is the retail business where consumers also show an increase in impulsive buying behavior. This research aims to test and analyze the influence of price cuts and in-store displays on impulse purchases. The sample used was 75 samples chosen using a nonprobability sampling technique with a pur...

This study’s objective is to examine a model to shed light on what factors affect the marketing agility of SME survivors. Data was collected from SME survivors spread across five different districts on the island of Lombok, Indonesia. The sample firms were purposively selected; they were survivors of the pandemic with Muslim owners or managers. Acc...

Marketing agility has increasingly held scholars and managers’ attention, especially during the pandemic, however understanding of the capability is still far from adequate. The study therefore aims at examining a complex model ranging from external and internal enablers of marketing agility, digital marketing adoption and firm survival. The extern...

This study aims to fill some fundamental research gaps by examining a model of the chain effect of entrepreneurial orientation (EO) on a firm’s ability to survive during a pandemic. With the help of research assistants, the team collected data from five districts in the Lombok Island, Indonesia. Data were collected from purposively selected small...

Kabupaten Lombok Tengah memiliki berbagai jenis objek wisata dan untuk mendukung pariwisata dari sisi kuliner maka usaha jasa boga di kabupaten Lombok Tengah memiliki peluang yang cukup luas. Jasa boga akan berkembang seiring pertumbuhan pariwisata dimana industri ini akan berkembang seiring pertumbuhan industri pariwisata. Permasalahan yang ditemu...

ABSTRAK Penelitian ini bertujuan untuk mengetahui Pengaruh Pengaruh Brand Ambassador Dan Korean Wave Terhadap Keputusan Pembelian Konsumen Muda Skincare Scarlett Di Kota Mataram. Jenis penelitian yang digunakan adalah penelitian non provability sampling, lokasi penelitian di Kota Mataram kepada sampel pengguna skincare scarlett yang telah melakukan...

The growth of local cosmetics in Indonesia has increased rapidly due to the increasing public interest in local cosmetic products that provide products according to the skin colour of Indonesians. Local cosmetic companies must compete with fellow local brands and brands from other countries to do marketing effectively. One is using Instagram social...

The objective of this study is to examine the impact of brand experience, flavor perception, and menu diversity on the inclination of customers to make repeat purchases at Kedai Serabi Bandung. The research approach employed is quantitative in nature. The research population encompasses all patrons who have completed transactions at Kedai Serabi Ba...

The community service carried out at the Sedayu Putri Micro Small Business in Lokon Rangan Hamlet, Kayangan District, North Lombok Regency is to increase the community's ability to manage the potential of the surrounding villages, especially from fishery products, namely fish processing with various flavors and aromas that can attract interest. not...

This research aimed at examining the effect of privacy, security, and trust on costumer loyalty of Lazada app on Lombok Island. The study employed quantitative method. Data was gathered by using purposive sampling technique and online survey. The result of the study indicated that privacy, security, and trust have great effects on customer loyalty....

The study aimed at testing the effect of green marketing on green brand image and purchase intention. The type of research used is causal associative research with a quantitative approach. The data collection method used a sample survey method. The number of respondents in the study was one hundred respondents and the sampling technique used in thi...

Cafe managers in Sembalun sub-district have weaknesess managerial skills, ownership of business facilities, pricing, product variations and marketing. Solving these problems is the main focus of this service activity. The solution to these problems is through training activities with materials that are in accordance with the problems faced and busi...

This study applies a relationship perspective to study tourism crisis management and resilience. Despite the growing academic interest in crisis management, few studies have examined how tourism businesses utilise their networks as a crisis management strategy. This research uses a multi-case study design and longitudinal data collection to study t...

Social media growth has changed consumer behaviour from offline consumption to online consumption. Social media provide opportunities for information sharing, and can routinely find out what others are doing and talking about. Instagram is a social media platform with visual elements and features that can provide a more comfortable space for social...

This study extends the theoretical understanding of the positive and negative emotions of consumers towards foreign vs local brands by providing conceptualisation and measurement of foreign brand admiration and passive brand hate towards local brands. The study incorporates hedonic value dominance and home country image, which is the image of a con...

This study examines relationships between foreign brand halo effect and beauty consciousness on self-brand connection in beauty consumption. It also investigates the moderating role of age on these relationships. Data is gathered through an online survey focusing on two South Korean beauty (K-beauty) brands. The results contribute to consumer-brand...

Pengabdian padamasyarakat yang di lakukan pada Usaha kecil mikro Galih Kelapa yang ada di desa Lingsar , Lombok Barat adalah umumnya meningkatkan kemampuan masayarakat mengelola potensi desa yang ada disekitarnya khususnya dari hasil perekbunan yaitu kelapa , khusunya batok kelapa di olah menjadi aneka peralatan rumah tangga yang bisa menarik minat...

Penelitian ini bertujuan untuk mengetahui pengaruh Pengalaman Wisatawandan Citra Destinasi Terhdap Minat Berkunjung Kembali. Jenis penelitian yang digunakan dalam penelitian ini adalah penelitian asosiatif dengan pendekatan kuantitatif. Metode pengumpulan data yang digunakan adalah sampel survei dengan menggunakan data primer yang dikumpulkan langs...

Penelitian ini memberikan gambaran kondisi bisnis cafe yang sedang “booming” di Kawasan Wisata Sembalun pada saat Pandemi Covid-19 melanda dunia. Tujuan dari penelitian ini adalah mengidentifikasi posisi bisnis cafe yang ada di Kawasan Wisata Sembalun dan memberikan alternatif strategi pemasaran yang dapat digunakan kepada pemilik cafe dalam upaya...

ABSTRAK Penelitian ini bertujuan untuk mengetahui apakah brand image dan perceived value mempunyai pengaruh positif dan signifikan terhadap keputusan pembelian produk IndiHome. Penelitian ini merupakan penelitian assosiatif. Populasi dalam penelitian ini adalah seluruh konsumen yang menggunakan produk IndiHome pada PT. Telkom di Kecamatan Praya, Lo...

This study aims to determine the influence of health consciousness, food safety concern, and familiarity in advertising on the willingness to pay for the purchase of healthy food products, namely Lemonilo in West Nusa Tenggara. The type of research used is quantitative research with a causality association approach. This study's respondents are con...

Penelitian ini bertujuan untuk mengetahu pengaruh cause-related marketing terhadap customer engagement, serta peran content marketing sebagai variable moderasi. Pengujian dilakukan pada pengguna layanan aplikasi Grab di kota Mataram. Terdapat 120 responden sebagai sampel. Pengambilan sampel dilakukan dengan metode non-probability sampling. Peneliti...

This study examines relationships between foreign brand halo effect and beauty consciousness on self-brand connection in beauty consumption. It also investigates the moderating role of age on these relationships. Data is gathered through an online survey focusing on two South Korean beauty (K-beauty) brands. The results contribute to consumer–brand...

Penelitian ini bertujuan untuk menguji Pengaruh variabel Online shopping experience terhadap Loyalitas Konsumen menggunakan Shopee dengan Customer trust sebagai variabel intervening. Populasi dalam penelitian ini adalah masyarakat Indonesia yang pernah menggunakan Shopee minimal 2 kali dengan, sampel dalam penelitian ini menggunakan 100 sampel. Tek...

This study aims to determine the effect of the Marketing Content variable on interest in buying fast food, mediated by hygiene and moderated by perceptions of health risks in the Covid-19 era. The type of research used is associative-causality research and the population in this study is all Mataram University students who use social media. The num...

The decision to visit is a purchase decision, many factors influence the decision to visit. This study aims to determine the effect of Electronic Word of Mouth (e-WOM), Health Awareness, and Perceived Risk on the decision to visit the natural tourist area of Mount Rinjani National Park during the Covid-19 pandemic. The sample in this study was 100...

This study aims to determine the effect of hedonic shopping and utilitarian values on impulse buying in the marketplace and also to determine the role of gender in moderating this influence. The type of research used was descriptive quantitative, namely a causal associative research. The population in this study are consumers who have shopped at th...

Sampah non-organik di Desa Mertak relative banyak dan berbahaya bagi kehidupan manusia, namun disisi lain sesungguhnya merupakan bahan baku potensial bagi produk ekonomi yang bernilai. Permasalahannya, belum dimanfaatkan secara ekonomi oleh masyarakat dan oleh ibu-ibu Tim Penggerak (TP-PKK) Desa Mertak. Tujuan kegiatan pengabdian kepada masyarakat...

Community service that is carried out at the Berkah Alam micro small business in the village of Gres, Gerung sub-district, West Lombok is generally increasing the ability of the community to manage the potential of the surrounding villages, especially from the results of plantations, namely coffee, with a variety of interesting flavors and aromas,...

The objective of this study is to analyze the significance of the impact of the need for uniqueness on prices of online fashion products and impulsive buying of generations Y and Z. The research method used was causal quantitative. Data was collected through an online survey and analyzed using SEM-PLS through the SmartPLS application. The research...

This research aims to determine the influence of ATTD, SN, PBC, and SE on INT. This research also aims to determine the effect of INT on BHV. This study model-based on the Theory of Planned Behavior (TPB) with the addition of SE as an independent variable indicated influencing INT and BHV. The population of this study is people who will make purcha...

This study examined the effects of global symbolic-value orientation, subjective knowledge and attitude on positive electronic word of mouth (eWOM) towards local brands in the fashion product domain. The study examined these links in two separate groups: young consumers and mature consumers. Also, the study draws on cultural identity theory and eWO...

Penelitian ini bertujuan untuk mengetahui pengaruh Country Of Origin, Brand Imagedan Perceived Quality terhadap minat beli smartphone OPPO. Jenis penelitian ini adalah penelitian kuantitatif. Populasi pada penelitian ini adalah mahasiswa yang mengetahui negara asal OPPO. Metode pengambilan sampel adalah purposive sampling dengan jumlah responden se...

Penelitian ini bertujuan untuk mengetahui pengaruh kelompok referensi terhadap terhadap Keputusan Berkunjung dikawasan wisata kuliner pantai Kolo. Jenis penelitian yang digunakan yaitu asosiatif, lokasi penelitian di Kota Bima. Populasi dalam penelitian inin adalah semua konsumen yang pernah berkunjung dikawasan wisata kuliner pantai Kolo, sampel d...

This research aims to examine the influence of customer relationship management and word of mouth on the loyalty of the intention of travelers to travel in Mataram. The sampling technique used was purposive sampling. Data analysis uses path analysis with the SPSS program. Based on the results of the research and discussion it can be refuted as foll...

This study aims to analyze and know the significance of the influence of trust variables, Subjective Norm, and Perceived Usefulness on the Intention of Using Contraceptives, as well as to know the role of Education Level in moderating the relationship of Trust, Subjective Norm, and Perceived Usefulness to the Intention of Using Contraceptives in Ma...

Desa Bukit Tinggi memiliki potensi wisata yang cukup besar terutama wisata yang memanfaatkan alam. Upaya-upaya untuk pengembangan potensi wisata ini diperlukan untuk membantu peningkatan kesejahteraan masyarakatnya, salah satunya adalah implementasi manajemen pariwisata berkelanjutan. Kegiatan pengabdian kepada masyarakat ini bertujuan untuk mening...

Penelitian ini berusaha mengeksplorasi kondisi bisnis penginapan milik masyarakat Sembalun pasca gempa bumi besar beruntun dan dalam durasi waktu cukup lama yang melanda Pulau Lombok pada tahun 2018. Bencana alam tersebut telah meluluhlantakkan Pulau Lombok bagian Utara termasuk Kawasan Wisata Sembalun. Ketiadaan wisatawan yang berkunjung ke kawasa...

This community service aims to improve the welfare of the community, especially in the coastal areas of Labuhan Hajj village who work as fishermen, as an area that is included in the category of underprivileged areas, this area needs touches that can improve the welfare of its people by optimizing the potential that exists in the village. namely se...

The broadcasting law number 32, 2002 provides space for developing local broadcasting institutions in the regions, including the Local Public Broadcasting Institute (LPPL) Selaparang TV. On the other hand, the proliferation of local TV also raises many doubts because its competition is also increasing. As a business entity, local televisions face m...

This study aims to examinethe influence of sport tourism events, halal destination image, and perceived value on behavioral intentions of tourists at the Mandalika International Marathon event. Data collection was carried out among both active and passive participants of the Mandalika International Marathon by using the associative quantitative met...

This study aims to examine the effect of the application of the halal tourism concept on the brand image of Lombok Island as the island of a thousand mosques on the decision to visit for the millennials tourists at the Mataram Islamic center. The research method uses associative research methods with a quantitative approach. The results of this stu...

This study aims to analyze the typology of first-time voters in determining their political choices in the 2019 legislative elections in Mataram from the perspective of consumer behavior. This research utilised a qualitative-descriptive approach. The informants were 14 first-time voters who were purposively selected according to a number of criteri...

This study aims to determine how to conduct an analysis in a phenomenon to find out the perception of Moslem female athletes of the dress code at beach volleyball events in Indonesia with a content analysis approach. Data collection was carried out through observation, interviews and documentation on Moslem female athletes in Indonesia. The results...

This study aims to examine the effect of perceived values, including functional, emotional, social, epistemic, conditional, and Islamic values on the decision to visit halal destination of Lombok Island. The samples were 150 young Indonesian female Muslim tourist who had visited the halal destination, aged 16-30 years. The method used is quantitati...

This research aims to investigate the influence of the Halal Destination Image, Travel Motivation, and marine tourism as branding icons on the decision to return. The sample was determined by purposive sampling with the criteria of tourists visiting Tanjung Aan Beach, who were included in the millennial generation with a minimum of one visit. This...

Learning Orientation is required to generate innovative products in public services industry. More comprehensive study is indeed required towards the relationship between learning orientation and Customer Relationship Management (CRM) especially in the hotel service sector. This study is projected to unite two roles of organizational culture, namel...

This study aims to explain the influence of self-efficacy, halal tourism knowledge and religiosity on the entrepreneurial entrepreneur of young generation in West Nusa Tenggara. Questionnaire data was collected from final semester university students in West Nusa Tenggara. The results showed that self-efficacy and halal tourism knowledge have a sig...

ABSTRAK Tujuan penelitian ini adalah untuk mengisi gap yakni kesesuaian antara strategi pemasaran yang selama ini digunakan dalam pengembangan obyek wisata dengan persepsi wisatawan. Penelitian ini diharapkan berkontribusi pada perkembangan model perilaku konsumen yang merupakan bagian dari materi perkuliahan Perilaku Konsumen dalam bidang kajian M...

This research aims to determine the influence of variable flash sale, product knowledge and in home shopping tendency to purchase decision. Samples were taken with purposive random sampling method who came from online store consumers in Indonesia. Analysis done by Moderated Regression Analysis (MRA) is to know the effect of flash sale (independent...

The concept of this research springs from the controversy of previous research findings on the effect of Customer Relationship Management (CRM) which is seen as an integrated concept and applied only to large companies and is rarely to small and medium enterprises (SMEs). The main purpose of this research is to build a model and to investigate the...

This study extends the theoretical understanding of the positive and negative emotions of consumers towards foreign vs local brands by providing conceptualization and measurement of foreign brand admiration and passive brand hate towards local brands. The study incorporates hedonic value dominance and home country image, which is the image of a con...

North Lombok Regency is the most affected area due to the sequential earthquake that occurred in July 2018 on the island of Lombok. Therefore, the purpose of community service activities is to provide training and business assistance to communities that have an impact on earthquakes. The location is addressed to the Sedayu Putri Fisheries Processin...

This study aims to explain the influence of self-efficacy, halal tourism knowledge and religiosity on the entrepreneurial entrepreneur of young generation in West Nusa Tenggara. Questionnaire data was collected from final semester university students in West Nusa Tenggara. The results showed that self-efficacy and halal tourism knowledge have a sig...

This study aims to build a theoretical model of the influence of local brand consciousness and need for uniqueness on emotional value and willingness to buy local brands. This study develops the concept of local brand consciousness in the fashion product category that is rooted in the concept of consumer ethnocentrism. This study measures the perce...

Salah satu daya tarik wisata yang sedang tumbuh dan banyak tersebar di Indonesia adalah Desa (Kampung) Wisata yang perkembangannya cukup pesat dan menjadi perhatian banyak pihak. Perkembangan desa wisata memerlukan pendekatan yang melibatkan partisipasi aktif masyarakat lokal guna mendorong ekonomi produktif yang dilakukan oleh masyarakat sendiri....

Consumers generally lack the ability to identify brands’ true origins, with their attribution of the wrong origins to well-known brands showing their underlying attitudes. This study suggests that the misclassification of local brands in Indonesia is driven by the halo effect of foreign brands (i.e., brands from Japan, South Korea and China) and th...

This study aims to determine the effect of Customer Relationship Management on Product Knowledge and Customer Loyalty Intention PT. Bank BNI Syariah Mataram Branch. And to find out the effect of Product Knowledge on Customer Loyalty Intention, PT. Bank BNI Syariah Mataram Branch. The type of research used is causality with a non purposive sampling...

This research examined the effect of Green Marketing Mix, Value Perception and Intention To Buy cosmetic product of The Body Shop in Mataram City. This research is specifically aimed at determining the significance of the effect of Green Marketing Mix on Value Perception and Intention To Buy on cosmetic product at The Body Shop in Mataram City. The...

The aim of the study was to explore local brand origin knowledge among young consumers in a developing country, specifically Indonesia. The study followed inductive logic and qualitative approaches. The research process was characterised by a hermeneutic process through which the search for meaning and understanding moved from pre-understandings to...

The earthquake that occurred in Lombok becoming the talk of the world, as a result, some embassies issued warnings against traveling to Lombok for a while. As a result, thousands of tourists canceled flights to Lombok which caused tourist arrivals in Lombok experiencing a downward spiral and certainly very disruption to tourism activities on the is...

The objectives of this research is to analyze the influence of South Korean drama and country of origin on brand image, to analyze the influence of South Korean drama and country of origin on purchase intention, to analyze the influence of brand image on purchase intention. This research is associative explanatory research. The samples in this stud...

Abstrak Artikel ini mendiskusikan tiga teori mengenai "kebenaran" dan tiga posisi pilosopi yang menjadi fondasi masing-masing teori. Masing-masing teori dan posisi ditinjau untuk melihat kelebihan dan kelemahannya terkait dengan aplikasinya dalam penelitian ilmu sosial khususnya manajemen. Posisi yang pertama adalah positivism yang memiliki teori c...

This research aimed at examining the chain of effects of organisational culture and human resource practices towards SMEs’ creativity and performance. The study contributes to the literature by giving explanations related to how human resource practices, market and learning orientations affect the creativity and performance of SMEs. Population in t...

The objective of this study is to examine the role of consumer global orientation and the inferior image of foreign brands in young, educated consumers’ admiration for foreign brands and their willingness to pay more for foreign brands. The sample of this study was used by students of the University of Mataram. Data collected in a classroom at the...

This study aims to determine the effect of environmental knowledge and green advertising on environmental attitudes and green purchase intention, and the effect of environmental attitude toward green purchase intention of Starbucks consumer in Mataram City. The research method used is quantitative with causal associative approach. Data collection u...

AbstrakTujuan utama dari penelitian ini adalah untuk menguji pengaruh kecenderungan ethnocentrisme kepercayaan terhadap produk dalam negeri dan keiginan untuk membeli. Survei dilakukan di kalangan mahasiswa Universitas Mataram. Terdapat seratus mahasiswa sebagai sampel yang ditentukan secara accidental selama dua minggu pengumpulan data. Mayoritas...

The objective of the study is to examine the effect of organisational culture, i.e learning and market orientations toward relational capability and business performance of SMEs. The samples were purposively selected in the city of Mataram, they must have at least four employess. They were door-to-door approached during a four-week data collection...

The objective of the study is to examine the effect of organisational culture, i.e learning and market orientations toward relational capability and business performance of SMEs. The samples were purposively selected in the city of Mataram, they must have at least four employess. They were door-to-door approached during a four-week data collection...

The main objective of the study was to examine the effect of consumer ethnocentrism toward domestic product belief and willingness to buy. The survey was carried out among students of the University of Mataram. A hundred of student sample were accidently determined during two weeks of data collection. Majority of them were students of the Faculty o...

Lombok is one of the most Muslim-populated Islands of Indonesia and is entitled ?island of a thousand mosques?. Such status may be one of the reasons behind the plan of Indonesian Government to develop Lombok as an Islamic (halal-friendly) tourist destination in Indonesia. This study is aimed at investigating the potentials of Lombok and its surrou...

This study's main objective was to assess value co-creation and new product success among small and medium enterprises (SMEs) in Indonesia by incorporating cultural orientations and relationship marketing perspectives. The samples were purposely selected in two sectors: handcraft and food and drink. They were approached through a door-to-door distr...

This study examines the effects of entrepreneurial human resource practices on market-oriented behaviour, relational capability, and business performance at small-sized firms. For the purpose of the study, a survey was carried out for two different product types, namely handi crafts and food/drink, and sample firms were purposively selected. Intere...

This study's main objective is to examine the effect of young consumers' home country image and the level of ethnocentrism on those consumers' behaviour in a developing country, i.e., Indonesia. The literature has primarily explained consumer behaviour towards imported products and the image of the source country. This study measured the home count...

The study examined the effects of consumer ethnocentrism and country image on perceived relative quality. The respondents of the study were consumers at a shopping mall in Mataram, Indonesia. They compared the quality of televisions from three industrialised Asian countries, i.e. Japan, South Korea and China, to those from Indonesia. The result of...

Abstrak Tujuan dari penelitian ini adalah untuk menentukan desain iklan promosi pariwisata Nusa Tenggara Barat (NTB) yang efektif untuk meningkatkan jumlah kunjungan wisatawan. Penelitian ini mengeksplorasi persepsi konsumen terhadap iklan pariwisata NTB. Persepsi ini digunakan untuk membentuk dasar dari desain iklan pariwisata NTB. Secara metodolo...

This paper examines relationship marketing and experiential marketing perspectives in light of value co-creation and how they can be integrated in order to revitalise and transform pottery craft centres into tourist destinations on Lombok island. The island has been popular as one of the main tourist destinations in Indonesia; however, creative ind...

The main objective of the study was to examine country of origin influence on global brands based on the Product-Brand Centric Model, which assumes that consumers associate image of a country not only with specific capabilities relating to an industry/product category but also with the capability of creating strong global brands. For the purpose of...

This paper aims to map small and medium-sized enterprises in Lombok Indonesia by exploring their level of relational capability and their organisational cultures, which consist of learning, market and entrepreneurial orientations. Various authors have reported that the orientations serve as determinants of relational capability. The respondents wer...

Sulhaini PENDAHULUAN Globalisasi pasar telah meningkatkan persaingan antara produk/merek dalam negeri dengan produk/merek asing. WTO memudahkan konsumen untuk melihat dan menikmati berbagai produk dari berbagai negara (Shirin dan Kambis, 2011). Di banyak negara berkembang seperti Indonesia, konsumen memiliki lebih banyak pilihan dan semakin familia...

This paper aims to provide an example of how theoretical sampling was applied in a relationship marketing research. Qualitative research requires different approach to sampling, however, it is one of the principal issue of confusion among qualitative researchers as there is little guidance to follow. The paper offers an example of how to select cas...

This paper aims to explore how relationship elements fluctuate and business relationshipsdevelop in a volatile country market. Previous studies explored business relationship developmentin stable country markets ignoring the complexity of building relationships in thecontext of high-risk and high uncertainty environment. This study followed the tra...

Sulhaini Abstrak Artikel ini bertujuan untuk mengkaji perkembangan pemikiran dalam literatur manajemen pemasaran ekspor. Kajian ini diawali dengan telaah terhadap teori neo-classical microenomic kemudian diikuti oleh kajian terhadap perspektif relational dan kemudian learning. Kajian ini memberikan pemahaman mengenai kontribusi masing-masing perspe...

This paper aims to provide understandings on the interrelationships among risk behaviour, learning orientation and market orientation and business relationship development. This paper was developed based on a qualitative study of six British firms exporting to the Indonesian market. Data was collected through a series of in-depth interviews carried...

This paper aims to explore the roles of interpersonal relationship in managing business relationship in a high-risk and uncertain market. Exporting to a high-risk and uncertain market can lead to a greater possibility of problems occurring; such problems include: not receiving payment due to poor local banking systems; issues with tenders due to po...

This paper aims to add our understanding on how availability of learning mechanism affects the development of a business relationship. The mechanism is one of four dimensions of learning orientation. The paper was developed based on a qualitative study on six British companies exporting to the Indonesian market. Face to face interviews were carried...

Abstrak Artikel ini menggali dan mengkaji perkembangan hubungan bisnis antara sebuah perusahaan Inggris dengan lima mitranya di Indonesia yang sejak tahun 1997 menjadi pasar yang tidak stabil. Kajian ini menggunakan metode qualitatif dan mengikuti logika induktif untuk mengeksplorasi phenomena tersebut. Data diperoleh melalui wawancara mendalam ter...