This paper addresses the possible influence of cultural differences on satisfaction in crossnational buyer-seller relationships. Building and maintaining buyer-seller relationships have for long been acknowledged as beneficial for conducting international business. A prerequisite for the success of such business relationships is the satisfaction of the parties involved. However, in international business the involved parties are usually embedded in different cultures, which in turn may influence both expectations and behavior and thereby the satisfaction with business relationships. In spite of this knowledge, the potential impact of cultural differences on satisfaction in buyer-seller relationships has received little attention.Here we present a study on business relationships between Russian buyers and Norwegian sellers of seafood. A dyadic approach is used to cover both parties in the relationship, because they may perceive and emphasize aspects of their relationship differently. The findings reveal congruence between the partners in terms of antecedents important for achieving satisfaction.However, several differences are found regarding how to achieve various antecedents. There are also differences between how the Russian partners describe their own actions, and how the Norwegian partners perceive these actions. These differences are explained by cultural differences. Implications are highlighted.
Red king crab and snow crab have both become important species for the Norwegian seafood industry. Since the first commercial harvest of red king crab in 2002 and of snow crab in 2012, the Norwegian seafood industry has developed new technology and knowledge for handling these species. This includes new fishing gear, conditions for live storage and processing, handling of byproducts, and entrance into new markets. The total Norwegian quota for red king crab increased from 220 metric tons in 2002 to 2350 metric tons in 2017, with a free-red king crab harvesting zone to the west of the quota-regulated area to prevent further expansion of the crab. At present, there is no established quota for snow crab. In 2016, a volume of about 5300 metric tons of snow crab was landed in Norway. In 2016, the export of red king crab and snow crab in Norway amounted to 529 million and 338 million Norwegian Kroner, respectively. Based on regular surveys of crab populations in the Barents Sea, it is assumed that the volumes red king crab and snow crab will remain steady and increase, respectively. Thus, these industries will continue to be important to the Norwegian seafood industry.
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