Determinants of Joint Action in International Channels of Distribution: The Moderating Role of Psychic Distance

Abstract

Joint action, a key element of relational exchanges, has largely been ignored in the international channel literature, and not much is known about the determinants of joint action in cross-border exchanges. In view of this, the authors investigate the role of interchannel communication in motivating buyers for joint action in cross-border channel exchange relationships. The authors also propose and examine the moderating effect of psychic distance, a crucial aspect of crossborder exchanges. They use partial least squares to analyze survey data collected from Taiwanese importers, and the findings reveal that trust and satisfaction fully mediate the relationships between frequent and bidirectional communication and joint action. The authors also confirm the detrimental moderating impact of psychic distance on the relationships between communication facets and relational mediators (trust and satisfaction). However, psychic distance does not hinder the relationships between the relational mediators and joint action. The research provides insights into two underresearched areas-namely, joint action and intercultural communication-and advances theoretical understanding on how to encourage joint action in psychically distinct buyers and sellers.

Dynamic capabilities driving an eco-based advantage and performance in global hotel chains: The moderating effect of international strategy

“…The marker variable did not exhibit any significant correlation with the model constructs. The average correlation coefficient for this marker variable (r M = .033) was subsequently used to compute the CMBadjusted correlations for the variables under investigation (Johnston et al, 2012). A comparison between the original and CMB-adjusted correlation matrices revealed no statistically significant differences (at = .05).…”

International Relationship Marketing: Intellectual Foundations and Avenues for Further Research

“…Trust, in particular, has been the subject of numerous investigations and an integral component of numerous models in IRM studies. For example, a study by Johnston et al (2012) examines the determinants of joint action in international channels and assesses the moderating role of psychic distance. For example, while trust, commitment, and foreignness have to some extent been integrated with the process of internationalization (e.g., Johanson and Vahlne 2009), they have yet to be integrated into a unified IRM model, thus providing an opportunity to extend and improve existing views of internationalization.…”

Psychic Distance and Country Image in Exporter–Importer Relationships

“…Finally, Johnston et al (2012) are unable to confirm that PD moderates the relationship of trust and satisfaction with joint action. They explain this result in the following manner:…”