Developing successful trust-based international exchange relationships
Trust is a central construct in relationship marketing. Yet the literature provides mixed empirical evidence on the trust–performance linkage. Also, there is limited research on how to build trusting international buyer–seller relations. We develop a comprehensive model integrating performance-enhancing mechanisms and antecedent processes of trust in import–export relationships. Our survey results from importers trading with overseas manufacturers suggest that existing levels of trust have a positive effect on relationship performance outcomes achieved 1 year later. Importantly, trust takes on greater importance in enhancing performance under conditions of high interdependence, whereas in circumstances of low interdependence trust has no discernible effect. The findings also indicate that interfirm psychic distance, internal uncertainty, and exporter transaction-specific assets and opportunism are related to importer trust. Implications for academics and practitioners are addressed. Journal of International Business Studies (2009) 40, 132–155. doi:10.1057/palgrave.jibs.8400401
Year of publication: |
2009
|
---|---|
Authors: | Katsikeas, Constantine S ; Skarmeas, Dionysis ; Bello, Daniel C |
Published in: |
Journal of International Business Studies. - Palgrave Macmillan, ISSN 0047-2506. - Vol. 40.2009, 1, p. 132-155
|
Publisher: |
Palgrave Macmillan |
Saved in:
Online Resource
Saved in favorites
Similar items by person
-
Does Accommodating a Self-Serving Partner in an International Marketing Alliance Pay Off?
Bello, Daniel C, (2010)
-
Sources of competitive advantage in high performing exporting companies
Piercy, Nigel F, (1998)
-
Skarmeas, Dionisis, (2002)
- More ...