Exporter Importer Relationships Research Articles

Export marketing strategy and performance: A focus on SMEs promotion

Surprisingly little is known about the promotion programs implemented by exporting small and medium-sized enterprises (SMEs) in foreign markets. Most studies assess the adaptation of marketing strategies but not the actual effect of the promotion program. Furthermore, they treat SMEs as smaller versions of multinational corporations without considering their specificities. This study explores components of exporting SMEs’ promotion programs and tests their effectiveness in attaining export success. Moreover, it shows the pivotal role of importers’ behaviors in determining how promotion produce positive effects. Finally, the study reveals how the interplay of an exporter’s promotion program within an exporter–importer relationship affects the importer’s efforts on behalf of the exporter. We begin with a qualitative study to define the components of exporting SMEs’ promotion programs. Then, we develop and test hypotheses with structural models using survey data from exporting SMEs. Finally, we conduct a post hoc analysis that yields recommendations for economization that are uniquely relevant to resource-constrained exporting SMEs.

Strategic Orientation and Absorptive Capacity: The Mediating Role Of Functional Conflict

"Research Aims: This study investigates the mediating role of functional conflict in explaining the effect of market orientation on the absorptive capacity of small and medium enterprises (SME) exporters in emerging markets. Design/Methodology/Approach: The data were successfully collected from 124 respondents and tested using structural equation modelling via Smart-PLS. Research Findings: The results support the notion that responsive market orientation and proactive market orientation positively influence absorptive capacity. In addition, functional conflicts serve as a quasi-mediator in the relationship between responsive market orientation and absorptive capacity. Theoretical Contribution/Originality: The export competitiveness of SMEs is the output of intangible assets of external knowledge. The ability to identify the relevant knowledge, disseminate that knowledge within the organisation and transform it into valuable products or services is pertinent. Nevertheless, firms vary in terms of the ability to develop absorptive capacity. Accordingly, previous research investigates the antecedent of absorptive capacity, but very few have looked at the role of market orientation and the conditions that influence the relationship. Managerial Implications in the South East Asian Context: Interaction with foreign importers affects SME knowledge development. Functional conflict requires open dialogues to develop meaningful outputs; as such, SMEs in South East Asia should aim to build good connections with their overseas importers. Research Limitations & Implications: The limitations of this study include the small sample size, the external condition of Covid-19 that was not included in this study and the cross-sectional approach of data collection which did not capture the dynamic nature of the firm’s capability. Keywords: Absorptive Capacity, Exporter-Importer Relationship, Functional Conflict, Market Orientation, Malaysia, SMEs"

Hindrances and outcomes of social bonding in exporter-importer relationships: The moderating role of formal contracting and ethical climate

Drawing on Transaction Cost theory, Relational Exchange theory, and Social Information Processing theory, we develop and test a conceptual model that investigates the damaging effect of certain key behavioral factors on social bonding between an exporter and its import buyer, and its subsequent impact on the exporting firm's long-term orientation in their working relationship. We also examine the moderating role of formal contracting and ethical climate governing this relationship. The model was tested with data collected from 262 Greek export manufacturers, using structural equation modeling. The results indicate that opportunism, distance, and conflict negatively affect social bonding in the working relationship between an exporter and its importer customer, which ultimately leads to detrimental effects on the exporting firm's long-term orientation. However, both the existence of formal contracting and the prevalence of a strong ethical climate were found to be responsible for alleviating the negative effect of most of the associations between inhibiting behavioral factors and social bonding.

Розвиток торговельно-економічних відносин країн Африки.

Africa is an important trading partner for many countries worldwide, despite the fact that most of its countries are characterized by a relatively low level of competitiveness on the international stage. The development of trade and economic relations among African countries can contribute to economic prosperity, strengthen regional security, and promote peace. However, integration processes are complicated by political instability, internal conflicts, and significant differences between countries in terms of economic development. On the one hand, the prospects for the development of trade and economic relations, and on the other hand, the complexity of implementation emphasize the relevance of the research topic. The article analyzes indicators such as export, import, trade balance, geographical structure of trade, and the export-import relationship between African countries and Ukraine. The analysis of trade and economic relations of African countries reveals that the share of Africa’s export and import is currently less than 3%. Since 2013, there has been a significant excess of imports over exports, negatively impacting the region’s economy. As a result of the analysis of intra-regional and inter-regional trade, it was found that the volumes of intra-regional trade account for 13.7%, indicating a higher level of trade and economic interaction between African countries and other regions of the world. The creation of a continental free trade area in the future may increase the volumes of mutual trade between countries, but significant changes have not occurred yet. African countries are also important trading partners for Ukraine, with a positive trade balance in their favor.

Performance and Continuing of Exporter-Importer Relationship: A Case Study of Pakistan’s Exporters

The main objective of this study is to explore whether the quality relationship influences the export business, which leads to the exporter’s satisfaction and determines the long-term and sustainable exporter business. The study conducted a survey and collected data from 434 firms involved in the export business based on a convenience sampling approach. The companies were contacted from all over Pakistan. The study employed the partial least squares technique for the data analysis. The estimation results support all three hypotheses. The study finds a significant relationship between "relationship quality" variables and Firms’ financial and strategic performance. Further, there is a significant positive relationship between firms’ financial and strategic performance and exporters’ satisfaction and a significant positive link between exporters’ satisfaction and the continuity of the business. Based on results, practical implications for firms’ management and government policymakers were found, suggesting that companies should focus on maintaining the quality relationship, and government trade incentives should be firm-specific. A model is developed where relationship quality variables, Commitment, Satisfaction, and Trust, are factors that impact export performance. This model explains how variables interact, especially in the business relationship. This model is the first attempt to investigate sustainable exports from Pakistan.

The effects of mutuality in exporter-importer relationships

PurposeRelationship marketing has been playing an important role in the development of marketing theory and practice. Though the concept has been extensively applied in international marketing in understanding the dynamics of exporter-importer relationships, few studies have looked at dyadic data to investigate the impact of mutuality of relational variables on the exporter-importer relationships. The objective of this study is to understand the impact of mutuality of key relational variables on exporter-importer relationship performance. A dyadic model of mutuality is proposed. The model highlights the impact of balance, level and quality of perceptual bi-directionality of relational variables.Design/methodology/approachThe model was tested using dyadic data collected from exporter-importer relationships involving Australian exporters and their Southeast Asian import partners through a cross-sectional, quantitative survey. Mutuality of relationship constructs was measured using the perceptual bi-directionality (PBD) method.FindingsThe results support the central hypothesis that mutuality of relational constructs has an impact on relationship performance.Originality/valueThe study is the first to apply the perceptual bi-directionality method to measure mutuality of relational constructs in an exporter-importer setting. The study contributes to the general understanding of international business and exporter-importer relationship performance in particular.

How relational drivers affect relationship value in key exporter-importer relationships: a dark side perspective

PurposeB2B marketing scholarship has acknowledged that relational capital and relationship-specific investments (RSIs) are critical relational drivers for explaining the success of business relationships, especially those in an export-import (E-I) context. However, the literature is still inconclusive on whether E-I partners should accentuate relational drivers to the fullest in order to increase relationship value. By drawing on relational view of competitive advantage and literature that explored the dark side of business relationships, the author builds a conceptual model exploring the boundary conditions (historical ties and relational capabilities) upon which relational drivers enhance or diminish relationship value in key E-I relationships.Design/methodology/approachTo test the proposed model, a survey was conducted among 114 industrial exporters from Croatia. The data was analyzed with the use of confirmatory factor analysis and hierarchical regression.FindingsThis study contributes to the international B2B literature in two ways. First, the findings show that in the case of strong historical ties between E-I partners, relational capital has an inverted U-shape association with the relationship value, whereas in the case of weak historical ties this relationship becomes linear. Second, the findings show that an importer’s RSI will lead to the highest relationship value when an exporter reciprocates through employing relational capabilities through which the exporter adapts his business model to the needs of the importer. In case of an exporter’s weak relational capabilities, the relationship between an importer’s RSIs and the relationship value flips into an inverted U-shape.Originality/valueThis study extends the literature on dark side of business relationships by offering insights into the boundary conditions that are essential for sustaining the relationship value in key E-I relationships. The study reveals that historical ties and relational capabilities represent boundary conditions that offer a more detailed explanation what is the optimal configuration of relational drives that would increase the relationship value between key E-I partners.

The Profile of Research on Exporter–Importer Relationships: A Chronological Analysis

ABSTRACTThis article presents a chronological analysis of bibliographic and thematic aspects of exporter–importer business relationships research based on a systematic review of 211 articles published between the years 1975 and 2017 in business journals. The study findings indicate that, in terms of bibliographic aspects, this literature is characterized by (a) an increasing collaboration among different institutions and countries, despite a heavy concentration of authors from Europe and North America; (b) a predominance of a small number of scholars producing a substantial part of the literature; and (c) dominance of empirical articles with relatively moderate average impact. In terms of thematic aspects, behavioral dimensions and relationship characteristics constitute the nucleus of the literature, with research efforts focusing on their environmental and internal drivers and performance outcomes. These study findings carry significant implications for major stakeholders of the exporter–importer relationships research, including authors, editors, and conference organizers.

Exporter-importer business relationships: Past empirical research and future directions

We present a systematic and comprehensive review of the extant empirical literature on exporter-importer business relationships during the period 1975–2017. The review covers 196 articles published in academic journals, which were content-analyzed with their theoretical background, research design, scope of research, sampling/data collection methods, data analysis, and thematic areas covered. Our findings reveal that this line of research is characterized by: (a) a sound theoretical foundation, the most frequent theories being the behavioral paradigm, transaction cost economics, and relational exchange theory; (b) heavy emphasis on formalized, statistical, cross-sectional, and causal research designs; (c) focus on single-country studies, conducted mainly in Europe, Asia, and North America; (d) a tendency to employ probabilistic samples, of a relatively large size; (e) an adoption of relatively sophisticated methods to purify and analyze data collected; and (f) an emphasis on topics relating to behavioral and structural relational dimensions, followed by external and internal influences. Guidelines for researchers focusing on exporter-importer relationships are provided, as well as suggestions for potential new research topics.

Comparing parametric and semiparametric error correction models for estimation of long run equilibrium between exports and imports

This paper introduces the semiparametric error correction model for estimation of export-import relationship as an alternative to the least squares approach. The intent is to demonstrate how semiparametric error correction model can be used to estimate the relationship between Ghana’s export and import within the context of a generalized additive modelling (GAM) framework. The semiparametric results are compared to common parametric specification using the ordinary least squares regression. The results from the semiparametric and parametric error correction models (ECM) indicate that the error correction term and import variable are significant determinants of Ghana’s exports. On the basis of Akaike Information Criteria and Generalized Cross-Validation (GCV) scores, it is found that the semiparametric error correction model provides a better fit than the widely used parametric error correction model for modeling Ghana’s export-import relationship. The results of the analysis of variance provide further evidence of nonlinearity in Ghana’s export and import relationship. In effect, this paper demonstrates the usefulness of semiparametric error correction model in the estimation of export – import relationship.
 JEL code: C14, C18, C22, F10, F14

Power source drivers and performance outcomes of functional and dysfunctional conflict in exporter–importer relationships

Although conflict is natural in buyer–seller relations, the issue has largely been studied in domestic market settings despite increasing globalization and the surge of cross-border inter-firm relationships. This research focuses on two different types of conflict, functional and dysfunctional, and examines how these are linked to coercive and non-coercive power bases and performance outcomes in exporter–importer relationships. Using survey data from 105 pairs of exporters and their foreign distributors, we find that only in the exporter group the use of coercive power by the foreign distributor lowers functional conflict. However, the use of coercive power by the overseas partner increases dysfunctional conflict and the use of non-coercive power reduces such conflict across both exporters and importers, although in the importer group this link is not significant. The results also suggest that functional conflict enhances performance only among importers. The use of problem solving conflict resolution boosts functional conflict's impact on performance among exporters, but adversely affects the performance effect of such conflict in the importer group. Nonetheless, problem solving resolution negatively affects the impact of dysfunctional conflict on performance in both the exporter and importer groups. Moreover, we find that power distance boosts the impact of dysfunctional conflict on performance in the relationship across the groups of exporters and importers. Implications of the findings for international marketing theory and practice are discussed, and limitations of the study considered along with future research directions.

Psychic Distance and Country Image in Exporter–Importer Relationships

Conflicting evidence on the issue of psychic distance (PD) in international business relationships has suggested the existence of misunderstood boundary conditions to its effect. This article argues that country image (CI) is a contingent factor to the effect of PD. Expectancy–value theory provides the theoretical foundations, and structural equation modeling analyses for a sample of 358 exporter–importer relationships in the global wine industry provide empirical support for this argument. Product-related CI mitigates the negative impact of PD on the relational exchange orientation (REO) between firms. Specifically, a high level of PD dampens REO when product-related CI is poor, whereas a strong product-related CI helps firms facing such PD conditions to build REO. People-related CI has an indirect effect on REO through product-related CI. This study helps explain the “paradox of distance” and offers a fresh perspective on how to handle the issue of PD when relevant.

Types of Asymmetries in Exporter-Importer Relationships and Alignment Behaviour

<p>The purpose of this paper is to explore the phenomenon of asymmetry in international supply chain relationships and investigate how small exporter firms manage these asymmetric relationships. Prior studies have conceptualized asymmetry as a relationship attribute and concentrated on causal effects of asymmetry in supplier-buyer relationships by highlighting the extensive amount of reasons why asymmetry occurs in dyadic relationships. However, those extensive reasons intent to articulate why asymmetry occurs in relationships, have not provided enough in-depth to understand the complexity of asymmetry in international supply chain relationships, therefore, this study aims to explore the concept of asymmetry by focusing on structure and exercise rather than simply discovering reasons. This research explores the four distinguishable types of relational asymmetry between exporters and importers suggest different implications for international supply chain relationships. As opposed to the existing literature, which has considered and largely agreed that asymmetry is related to a negative connotation, this research suggests that different types of asymmetries also have a positive relational outcome for small export firms. This exploratory paper provides managers with additional insight into the types of asymmetry in international supply chain relationships and suggests that asymmetric relationships must be examined carefully in order to overcome difficulties that distract long-term relationships.</p>

The antecedents of relational capital in key exporter-importer relationships

Purpose– During their process of going international, small and medium-sized manufacturing firms seek to establish long-term relationships with key importers in order to minimize the risks of doing business in a foreign market. In the process of establishing long-term relationships, exporters aim to create relational capital with key importers. Yet, the body of international marketing literature that addresses the importance of relational capital in exporter-importer (E-I) relationships is still underdeveloped. The purpose of this paper is to examine the influence of relational norms on relational capital in key E-I relationships under the moderating influence of formal and informal institutional distance. The study’s conceptual framework was developed by integrating relational exchange and institutional theories.Design/methodology/approach– The study was carried out by using a survey methodology. Data were obtained by questionnaire from a sample of 122 small and medium-sized exporters from the manufacturing industry in Croatia. In order to test the hypotheses, the ordinary least squares technique was employed.Findings– The findings support the hypotheses, implying that the development of relational capital requires relational efforts in terms of reliance and relational bonding norms. Additionally, the empirical data suggest that the dimensions of formal and informal institutional distance significantly moderate the relationships between relational norms and relational capital.Originality/value– The value-added of this study is embedded within the theoretical framing and empirical testing of the antecedents of relational capital in key E-I relationships in the context of the institutional distance between partners, which has been neglected by previous studies in the field.

Relationship Value: Drivers and Outcomes in International Marketing Channels

Although collaborative business arrangements based on relationship marketing have become ubiquitous over the past decades, research studies of relationship value in international marketing channels are scarce. Drawing on the relational view of competitive advantage, this study investigates the drivers of relationship value in exporter–importer relationships and its impact on customer loyalty. The study findings reveal that relationship-specific investments, knowledge sharing, complementary capabilities, and relational norms are powerful contributors of importer-perceived value in an overseas supplier relationship. Importantly, exporter cultural sensitivity weakens the negative effect of psychic distance on relationship value; when cultural sensitivity is low, psychic distance takes on greater importance in attenuating relationship value, whereas when cultural sensitivity is high, psychic distance has no discernible effect. In addition, the results demonstrate that relationship value results in insensitivity to competitive offerings and future purchase expansion. The article concludes with a discussion of implications for international marketing theory and practice.

The link between export relationship quality, performance and expectation of continuing the relationship

Purpose – The purpose of this study is threefold: to investigate how relationship quality affects export performance; to see if and to what extent export performance affects exporter satisfaction; and to determine whether exporter satisfaction ultimately affects the expectation of continuing the export-import relationship in an emerging market. Design/methodology/approach – The paper reports the findings of a survey of 185 respondents from the ready-made garments industry in Bangladesh chosen from a convenience sample. The responding exporters were located in Dhaka city or nearby areas. The data were analyzed using the partial least squares technique. Findings – The results support four out of five hypotheses, indicating that there is a significant relationship between exporter relationship quality and financial and strategic export performance. Additionally, a positive relationship between financial export performance and exporter satisfaction and between exporter satisfaction and the expectation of continuing the relationship are shown. No significant relationship between strategic export performance and exporter satisfaction is found. Practical implications – The findings have practical implications for managers and policy-makers interested in developing effective strategies for building and maintaining high quality export-import relationships, especially in the context of an emerging market. Originality/value – In order to accomplish the research goal, the main constructs from two influential streams of literature – social exchange theory and the disconfirmation of expectation theory – are utilized. This is new in the context of an emerging economy perspective.

International travelling knowledge in social work: an analytical framework

Social work has a shared international identity but is also diverse and context specific. There is increasing interest in the international movement of knowledge to national and local contexts but at present there is little analysis of how and why this happens. Instead of seeing knowledge as ‘transferred’ in a straightforward export–import relationship, attention needs to be paid to how knowledge is assembled, mobilised, circulated, reformulated and reassembled as it travels from one country to another. Drawing on neo-institutionalism, a comprehensive framework is proposed that may serve as a heuristic for researching and analysing international travelling knowledge in social work. It includes nine elements: narratives, routes, barriers, boundaries, filters, providers, shape, roots and issues/topics.

Pricing to manage export channel relationships

In a novel approach using agency theory, we conceptualize export pricing as price manipulations an exporter initiates to cope with the distributor-level, internal competition with the other product lines the distributor carries. We argue that suppliers can influence foreign resellers’ behaviors and therefore manage export channel relationships with prices. Using a sample of 283 exporter–importer relationships, we uncover the export price manipulations used to cope with internal competition, and we examine their impact on the exporter economic performance. We show that the performance effect of this pricing policy is achieved through the adequate role performance of the importer. Moreover, using a small but rare dyadic data set, we offer an additional test of the effectiveness of this form of pricing. Finally, by comparing the results of our study to exporters’ practice we show how they tend to overuse price discounts to motivate their overseas distributors.

Antecedents and Outcomes of Exporter–Importer Relationship Quality: Synthesis, Meta-Analysis, and Directions for Further Research

The authors identify, synthesize, and evaluate antecedents, components, and outcome factors of exporter–importer relationship quality following a meta-analysis of the extant empirical studies on the subject. Using information extracted from a content analysis of 76 empirical studies, they propose and test an integrative conceptual model comprising five antecedents (i.e., opportunism, conflict, communication, distance, and adaptation) and two outcomes (i.e., relational performance and financial performance) of relationship quality (which consists of cooperation, trust, and commitment). Using structural equation modeling, the authors confirm the vast majority of the hypothesized associations between antecedent factors and relationship quality dimensions and between relationship quality dimensions and performance outcomes and verify a positive link between relational performance and financial performance. The authors conclude by offering both theoretical and managerial implications as well as directions for further research.

Using Signals to Initiate Importer-Exporter Relationships: Evidence from Vietnamese Importers

ABSTRACTPurpose: Realizing the existence of information asymmetry in export markets and the use of signals to distinguish high-qualified sellers from low-qualified sellers, this study investigates the effects of signal consistency and signal clarity on exporter credibility, and subsequently, importer relationship intention.Methodology: Using a survey data set collected from a systematic sample of 418 Vietnamese importers, the authors tested a model hypothesizing the impact of signal consistency and signal clarity on exporter credibility, and subsequently, on importer relationship intention.Findings: The authors found that signal consistency and clarity have a positive impact on exporter credibility. Signal consistency also enhances the level of signal clarity. They also found that exporter credibility underlies importer relationship intension.Research Implications: Under the condition of information asymmetry, importers face difficulties in identifying and evaluating the best supplier among available suppliers in order to make the most appropriate selection decision. The findings confirm that signal clarity and consistency can help exporters to overcome such problems. Exporters should ensure that all signals sent to importers are clear and consistent over time to encourage importers to build long-term business relationships with them.Contributions: The findings of this study add to the literature on signaling in exporter–importer relationships and can serve as an initiation for further research in the area in transitioning economies.