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between transacting  parties,  originated  in Europe and grew out of research  conducted  in the context  of indus- trial markets (Ford  1980;  Johanson and Hallen  1989). However,  limited  work  has  been  done  to date  investigating  the influence  of social relationships  on export  behavior  (Rosson and  Ford  1982;  Styles  and  Ambler  1994).

 Although  empirical findings  indicate  the importance  of developing  buyer-seller relationships,  little  is known  about  how  those  exchange  rela- tionships  form  in  the  first  place  (Dwyer,  Schurr,  and  Oh 1987; Heide and Miner 1992; Wilson  and Moller 1991). Thus,  our research  focus  is the  antecedent  conditions  that  lead  to  the  for- mation  of export  exchange  relationships.

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