Differential Effects of Bilateral Norms on SMEs’ Export Relationships: A Dynamic Perspective

579

339

Partial least squares structural equation modeling (PLS-SEM) has become a key method in international marketing research. Users of PLS-SEM have, however, largely overlooked the issue of endogeneity, which has become an integral component of regression analysis applications. This lack of attention is surprising, given that the PLS-SEM method is grounded in regression analysis for which numerous approaches for handling endogeneity have been proposed. To identify and treat endogeneity, and create awareness of how to deal with this issue, this study introduces a systematic procedure that translates control variables, instrumental variables, and Gaussian copulas into a PLS-SEM framework. We illustrate the procedure's efficacy by means of empirical data, and offer recommendations to guide international marketing researchers on how to effectively address endogeneity concerns in their PLS-SEM analyses.

Section: Discussionmentioning

confidence: 99%

Addressing Endogeneity in International Marketing Applications of Partial Least Squares Structural Equation Modeling

Hult

Hair

Proksch

et al. 2018

579

339

“…Future research should try to identify actions that firms can take to move between different relationship stages as a result of economic change. Sharing information pertaining to trading partner needs and strategic focus during times of instability will likely result in enhanced partner goodwill along with an effective response to market changes (Obadia, Vida, and Pla-Barber 2017;Sousa and Tan 2015). Specifically, firm subsidiaries are increasingly requesting information to improve the value creation process (Cenamor et al 2017).…”

Section: Implications For Future Exporting Theory From Recent Researchmentioning

confidence: 99%

“…In effect, greater emphasis on this issue is required. Obadia, Vida, and Pla-Barber (2017) found that when small and medium enterprises partner with host market intermediaries they can decrease opportunistic behavior, thus reducing costs and maintaining valued relationships. Relational norms promote information exchange.…”

Section: Implications For Future Exporting Theory From Recent Researchmentioning

confidence: 99%

An Assessment of the Exporting Literature: Using Theory and Data to Identify Future Research Directions

Chabowski

Kekec

Morgan

et al. 2018

Exporting research is an established facet of the field of international marketing. That stated, the radical increase in recent export activity necessitates a sustained research effort devoted to the topic. In this article, the authors provide a qualitative review of the core theoretical exporting areas and evaluate the exporting domain quantitatively over six decades (1958–2016). For the quantitative analysis, they use multidimensional scaling and apply established bibliometric principles to offer an understanding of the field and to provide suggestions for future exporting research. For the evaluations, the authors used data from 830 articles with 52,191 citations from 35 journals. Using cocitation analysis as the basis to evaluate the data, they propose a series of intellectual structure implications on exporting that relate to internationalization process stages, dynamic capabilities, knowledge scarcity, social networks, export marketing strategy, absorptive capacity and learning, and nonlinear performance relationships involving marketing channel relationships.

“…Opportunism finds particularly fertile ground in international buyer–seller relationships, due to the geographic and cultural distance between the interacting parties, which creates information asymmetries and difficulties in exposing and verifying opportunistic acts (Katsikeas, Skarmeas, and Bello 2009; Li and Ng 2002; Luo, 2009). A foreign partner behaving opportunistically can create conflict (Barnes et al 2010), fuel suspicion about trustworthiness (Katsikeas, Skarmeas, and Bello 2009), and decrease overall relationship effectiveness (Obadia, Vida, and Pla-Barber 2017). Although emotionally intelligent exporters are able to regulate emotions to maintain a positive atmosphere in the working relationships with importers, opportunistic behavior is still difficult to detect.…”

Section: Conceptual Model and Hypothesesmentioning

confidence: 99%

The Role of Exporters’ Emotional Intelligence in Building Foreign Customer Relationships

Leonidou¹,

Aykol²,

Fotiadis³

et al. 2019

Despite the critical importance of emotional intelligence in effectively interacting with other people, its role has been overlooked in scholarly research on cross-border interorganizational relationships. Drawing on emotion regulation theory, the authors propose a model that conceptualizes links among exporters’ emotional intelligence, key behavioral dimensions characterizing the atmosphere of the relationship with import buyers, and the resulting relational performance. They test the model with data collected from 262 Greek exporters using structural equation modeling. The results indicate that higher levels of exporter emotional intelligence enhance communication and social bonding with the importer while diminishing distance and conflict in their working relationship. Relational performance is positively influenced by communication and social bonding but negatively affected by distance and conflict. The results also reveal the moderating effect of both opportunism and interpartner incompatibility on the association between the exporter’s emotional intelligence and the behavioral atmosphere of the relationship with import buyers.