Relational governance mechanisms in export activities: Their determinants and consequences

García, Antonio Navarro; Sánchez‐Franco, Manuel J.; Rey-Moreno, Manuel

doi:10.1016/j.jbusres.2016.04.025

Cited by 20 publications

(28 citation statements)

References 56 publications

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Section: Relational Norms In Export Relationshipsmentioning

confidence: 99%

“…Most researchers label their second-order constructs as relational norms (e.g., Navarro-García, Sánchez-Franco, and Rey-Moreno 2016) or relationalism (e.g., Skarmeas and Katsikeas 2001). Navarro-García, Sánchez-Franco, and Rey-Moreno (2016), however, fail to define the relational norms construct and instead provide only the definition of its components (i.e., cooperation, information exchange, and flexibility). In contrast, Gençtürk and Aulakh (2007, p. 97) define relational norms as “a multidimensional phenomenon that consists of different behaviors pertaining to the expectations of mutuality of interest, essentially prescribing stewardship behavior,” yet they operationalize their construct with two attitudes (trust and commitment) and one actual behavioral norm (flexibility).…”

Section: Relational Norms In Export Relationshipsmentioning

confidence: 99%

“…Second, a smaller and less internationally experienced staff increases the difficulties caused by differences in culture and business practices in the international markets in which the SMEs operate (Crick 2002, 2004). Finally, SMEs are more vulnerable to the cutthroat competition that characterizes export markets because of the small size of their export ventures and the limited resources they can dedicate to the support of these ventures (Navarro-García, Sánchez-Franco, and Rey-Moreno 2016). We predict that in unbalanced relationships characterized by high SME dependence, norms’ mitigating effect on opportunism is reduced.…”

Section: Moderating Effects Of Exporter Dependence Psychic Distancementioning

confidence: 99%

“…Social relationships are characterized by the existence of bilateral relational norms that indicate the internal rules of the exchange. Rokkan, Heide, and Wathne (2003, p. 212) define norms as informal contracts that “prescribe behaviors directed at maintaining the relationship.” Bilateral relational norms in international exchanges affect relational marketing strategy, behaviors, and economic outcomes (e.g., Navarro-García, Sánchez-Franco, and Rey-Moreno 2016; Skarmeas and Katsikeas 2001).…”

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confidence: 99%

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

Obadia

Vida

Barber

2017

Journal of International Marketing

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Prior research has established the pivotal role of bilateral norms in relationship marketing, identifying them as effective relational governance mechanisms that firms can use to manage their international alliances with overseas intermediaries. Unfortunately, few studies have examined differential effects of specific norms on positive and negative behaviors, let alone norms’ effectiveness in the harsh export context of resource-constrained small and medium-sized enterprises (SMEs). To address these gaps, the authors explicate the effects of three norms (continuity expectations, equity, and cooperation) on both dysfunctional and productive behaviors of foreign distributors. Using two consecutive data collections, the results indicate that norms curb importer opportunism and help improve importer role performance and that continuity expectations and cooperation increase the chances of the survival of export ventures. The study further scrutinizes relational norms’ effects on opportunism in the context of exporting SMEs’ realities and tests relevant moderating effects. The findings indicate that while exporter dependence reduces the shielding effect of norms against opportunism, psychic distance and competitive intensity strengthen the protecting effect of relational norms. The results of this study underscore the heterogeneous nature of relational norms and suggest that norms such as continuity expectations play a leading role in structuring the ideology of a business dyad.

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Section: Relational Norms In Export Relationshipsmentioning

confidence: 99%

Section: Relational Norms In Export Relationshipsmentioning

confidence: 99%

Section: Moderating Effects Of Exporter Dependence Psychic Distancementioning

confidence: 99%

mentioning

confidence: 99%

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

Obadia

Vida

Barber

2017

Journal of International Marketing

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“…Consequently, various surveys show the high potential of this approach to improving business relationships. Efficiency was followed by relationship performance [96,114,123,124,127]. For instance, Gyau and Spiller [148] found out that relationship performance is a multi-dimensional construct with economic and behavioral relationships as the two main dimensions.…”

Section: Measured Performance Indicatorsmentioning

confidence: 99%

22 Years of Governance Structures and Performance: What Has Been Achieved in Agrifood Chains and Beyond? A Review

Kataike

Gellynck

2018

Agriculture

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Although the existing literature has shown that the choice of governance structure plays a key role in inter-organizational performance, the nature of construct measurability still remains equivocal. The diversity of terminologies used means that the full potential of most studies may be lost in the confusion of indistinctive and misapplied terms. To better understand the relationship between governance structures and performance, a descriptive systematic review was conducted on the extant literature; essentially, to provide a comprehensive point of reference for researchers interested in this research area and to identify future research gaps. A simple analytical framework-Search, Appraisal, and Synthesis-was used to extract data. A total of 110 peer-reviewed journal articles were identified and analyzed. The results indicated that different governance structures are positively related to performance except for the spot market. The findings provide strong evidence that under certain circumstances, the contractual governance structure is negatively related to performance. Whereas in other circumstances, there is a positive interaction. Furthermore, the results revealed that numerous proxy indicators have been used to measure governance structures and performance. Overall, this study provides new insights on the relationship between governance structures and performance in the agrifood sector and beyond. The contribution of the study, implications, and suggestions for future research outlook are discussed in relation to governance structures and performance.

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An interaction orientation approach to SME-Intermediaries relationships

Efrat

Øyna

2021

European Management Journal

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Relational governance mechanisms in export activities: Their determinants and consequences

Cited by 20 publications

References 56 publications

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

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

22 Years of Governance Structures and Performance: What Has Been Achieved in Agrifood Chains and Beyond? A Review

An interaction orientation approach to SME-Intermediaries relationships

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