Purpose – This study is designed to provide new insights on trade claim management by typifying trade claims from a relational perspective, which defines trade as an organic combination that exchanges relationships based on a mutual goal instead of conflicts between obligations and rights of the contracting parties. Design/methodology – This is a phenomenological study that aims to typify trade claims based on a relational perspective and extract implications for trade claim management. The research procedures of this study are as follows. First, international commercial dispute cases applying the CISG are collected. Second, the cases collected are quantified through content analysis. The variables for quantification are developed based on a relationship perspective. Third, cluster analysis is conducted on coded data to typify cases. And finally, this study compares the characteristics of each type using analysis of variance and suggests implications for the strategic management of trade claims from a relational perspective. Findings – Results show that trade claims are divided into four clusters, depending on whether flexibility is accepted or not and which party violates mutuality. There is also a difference between the claimant and the cause of the claim, according to the cluster. Based on the results, this study suggests that the buyer and the seller should employ different strategies depending on the type of trade claim and presents proposals for strategic claim management. Originality/value – Firstly, this study extends the theoretical discussion on trade claims by applying relational contract theory. Prior studies on trade claims have been primarily based on traditional contract theory. The second is to analyze trade claims quantitatively. Prior case studies on trade claims have mainly relied on qualitative research. Finally, the study contributes to international commercial practice by typifying trade claims and presenting options for strategic management.

中文翻译：

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关系视角的贸易索赔管理实证研究

目的–本研究旨在通过从关系角度对贸易索赔进行分类来提供关于贸易索赔管理的新见解，它将关系定义为基于共同目标交换关系而不是缔约各方的义务与权利之间发生冲突的有机组合。设计/方法论–这是一种现象学研究，旨在基于关系视角来对贸易索赔进行典型化处理，并提取对贸易索赔管理的影响。本研究的研究程序如下。首先，收集适用《销售公约》的国际商业争议案件。其次，通过内容分析对收集到的案例进行量化。用于定量的变量是基于关系的观点而开发的。第三，对编码数据进行聚类分析以代表案例。最后，这项研究使用方差分析比较每种类型的特征，并从关系的角度对贸易索赔的战略管理提出了建议。调查结果–结果表明，贸易索取权分为四个类别，具体取决于是否接受灵活性以及哪一方违反互惠原则。根据类别，索赔人与索赔原因之间也存在差异。根据结果​​，本研究建议买卖双方应根据贸易索赔的类型采用不同的策略，并提出战略索赔管理的建议。原创性/价值–首先，本研究通过应用关系合同理论扩展了关于贸易索赔的理论讨论。贸易索赔的先前研究主要基于传统合同理论。二是定量分析贸易索赔。先前关于贸易主张的案例研究主要依赖于定性研究。最后，该研究通过对贸易索赔进行分类并提出战略管理选项，为国际商业惯例做出了贡献。