International buyer behaviour–commitment relationship: An investigation of the empirical link in importing

Saleh, Abu; Ali, M. Yunus; Julian, Craig C

doi:10.1016/j.ibusrev.2013.06.009

Cited by 32 publications

(37 citation statements)

References 97 publications

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“…This study considered the merits of trust (Fuglsang and Jagd 2015) and commitment (Saleh et al 2014) in the development and intensity of an interorganizational relationship. A model was developed that depicts the hypothesized relationships among the variables.…”

Section: Conclusion and Implicationmentioning

confidence: 99%

Trust, Commitment and Competitive Advantage in SMEs Export Performance

İsmail

Alam

Hamid³

2017

GADJAH MADA INT. J. BUS.

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Abstract:The entry of small businesses into international markets has intensified. However, despite the growing presence of small businesses in international markets, studies into their international behavior, particularly regarding the effect of international relationships on international outcomes, remain limited. This study investigates the cross-border relationships of Small and Medium Enterprises (SMEs) by examining the effects of the dimensions of the key relationship on the competitive advantage and performance of SMEs in export markets. These dimensions include trust and commitment. Results indicate that trust is significantly related to commitment and export performance. Commitment is positively related to competitive advantage but not to export performance. Trust affects competitive advantage through commitment. The effect of commitment on export performance is mediated by competitive advantage. The methodology and results are presented. The conclusion, implications, and limitations of this study are also discussed. Abstrak: Masuknya Usaha Kecil Menengah (UKM) ke pasar internasional semakin intensif. Namun, meskipun ada pertumbuhan jumlah UKM di pasar internasional, studi tentang perilaku internasional para pelaku UKM, khususnya mengenai pengaruh hubungan internasional pada hasil internasional, masih terbatas. Studi ini mengkaji tentang hubungan lintas-batas negara UKM dengan meneliti pengaruh dimensi-dimensi hubungan kunci pada keunggulan kompetitif dan

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Section: Conclusion and Implicationmentioning

confidence: 99%

Trust, Commitment and Competitive Advantage in SMEs Export Performance

İsmail

Alam

Hamid³

2017

GADJAH MADA INT. J. BUS.

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“…Our second contribution resides in a disaggregated measurement approach of export pricing that enables us to uncover which specific price manipulations 4 are used to deal with internal competition. We also highlight the prominent role of the foreign distributor in the export pricing-export performance relationship (Saleh, Ali, & Julian, 2014, Lye & Hamilton, 2001), when we posit the following: a supplier's price manipulations aimed at mitigating the internal competition will fully unfold their impact on export performance only through the adequate role performance of the overseas intermediary.…”

Section: Introductionmentioning

confidence: 99%

Pricing to manage export channel relationships

Obadia¹,

Stöttinger²

2015

International Business Review

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“…Although a negative relationship between environmental uncertainty and relationship commitment has been noted by several researchers (e.g., Heide & John, 1992;Saleh, Ali, & Julian, 2014), this assertion has not been confirmed in the context of small firms. Furthermore, there are gaps in our current understanding of the outcomes of commitment with respect to the kinds of value-creation strategies and services that sellers can engage with their small buyers to increase relationship commitment and performance.…”

Section: Introductionmentioning

confidence: 82%