A relational model of export performance

• 成果类型: Article
• 署名作者: Styles, Chris; Patterson, Paul G.; Ahmed, Farid
• 署名单位: University of Sydney; University of New South Wales Sydney; Western Sydney University
• 刊物名称: JOURNAL OF INTERNATIONAL BUSINESS STUDIES
• ISSN/ISSBN: 0047-2506
• DOI: 10.1057/palgrave.jibs.8400385
• 发表日期: 2008
• 页码: 880-900
• 关键词: export performance; relationship marketing; trust; COMMITMENT

摘要

Export performance models anchored in the industrial organization and resource-based theories have previously been developed and tested. Thus far there have been no empirically tested export performance models that have reflected the core tenets of the relational, or behavioral, paradigm. Drawing from relational exchange theory, a model that includes reciprocal perceptions that relate to both past and future exchanges is developed. This model is tested with dyadic data from 125 West-East (Australia-Thailand) exporter-importer partnerships, reflecting the increasing importance of West-East exchange relationships. Results support the theory's contention that commitment (to future exchanges) is associated with export performance, and is itself driven by a reciprocal cycle of each partner's perception of the other's commitment, relationship-specific investments and dependence. This cycle of commitment is in turn influenced by each partner's trust in the other (from past exchanges), with different types of trust linked to different types of commitment. Trust and commitment are then found to be related both to interpersonal factors (i.e., effective communication, cultural sensitivity and likeability of partner) and to firm factors (reputation and competencies of partner).