Analyzing business-to-business relationships in an Arab context

Ron BERGER*, Avi SILBIGER, Ram HERSTEIN, Bradley R. BARNES

*Corresponding author for this work

Research output: Journal PublicationsJournal Article (refereed)peer-review

74 Citations (Scopus)

Abstract

With a population in excess of 370 million, the Arab nations constitute a significant and growing region of the world. In an attempt to broaden our understanding of the business culture in this region, this study develops and tests a measurement scale to examine social networks in an Arab context (Wasta). Three relational constructs: Mojamala, Hamola and Somah are used to capture Wasta and examine their influence on relationship satisfaction and performance. The study has managerial implications for Western firms doing business in an Arab context, offers academics with a scale for further investigation and provides directions for future research.

Original languageEnglish
Pages (from-to)454-464
Number of pages11
JournalJournal of World Business
Volume50
Issue number3
DOIs
Publication statusPublished - Jul 2015
Externally publishedYes

Bibliographical note

Publisher Copyright:
© 2014 Elsevier Inc.

Keywords

  • Hamola
  • Mojamala
  • Social networks
  • Somah
  • Wasta

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