The antecedents and performance consequences of relationalism in export distribution channels

Bello, Daniel C.; Chelariu, Cristian; Zhang, Li

doi:10.1016/s0148-2963(01)00215-6

Cited by 205 publications

(219 citation statements)

References 47 publications

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“…The first part included questions relating to the background and history of the working relationship. To eliminate potential selection bias pertaining to the business relationship in question, each respondent was asked to focus his or her response on the fourth-most-significant relationship with a Western exporting firm in terms of business volume (Anderson and Narus 1990;Bello and Gilliland 1997). The second section focused on the key constructs in question and consisted of a series of statements referring to the specific relationship with the Western exporter, measured on seven-point Likert scales (1 = "strongly disagree," and 7 = "strongly agree").…”

Section: Research Instrumentmentioning

confidence: 99%

Interpersonal Factors as Drivers of Quality and Performance in Western–Hong Kong Interorganizational Business Relationships

Barnes¹,

Leonidou

Lai

et al. 2015

Journal of International Marketing

118

146

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The authors report the findings of a study conducted among a sample of 202 Hong Kongbased Chinese importing companies regarding their working relationships with Western export manufacturers. In particular, the study emphasizes the effect of interpersonal factors on financial performance through the intervening roles of intercompany trust and relationship quality. Using structural equation modeling, the authors confirm that (1)

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Section: Research Instrumentmentioning

confidence: 99%

Interpersonal Factors as Drivers of Quality and Performance in Western–Hong Kong Interorganizational Business Relationships

Barnes¹,

Leonidou

Lai

et al. 2015

Journal of International Marketing

118

146

View full text Add to dashboard Cite

show abstract

“…While technological competencies are important for the firm's success and survival in the foreign market, it is important that the introduction of technological complex products is accompanied by an effort to understand the market and customers thereby reducing the odds of failure (Mudambi and Zahra, 2007;Cantwell, 1989). Buyers of technically-sophisticated items are more likely to place demands on manufacturers that drive firms to focus more on the underlying needs and purchase requirements of their customers (Bello et al, 2003). Also customers of technologically-intensive products tend to demand more value added services.…”

Section: Research Hypothesesmentioning

confidence: 99%

The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): The non-linear effects of customer orientation

Lengler

Sousa

Perin

et al. 2016

International Small Business Journal: Researching Entrepreneurs

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Citation for published item:venglerD tF pF fF nd ousD gF wF F nd erinD wF qF nd mpioD gF rF nd wrt¡ %nezEv¡ opezD pF tF @PHITA 9he nteedents of export performne of frzilin smll nd mediumEsized enterprises @wisA X the nonEliner e'ets of ustomer orienttionF9D snterntionl smll usiness journlFD QR @SAF ppF UHIEUPUF Further information on publisher's website: venglerD tF pF fF nd ousD gF wF F nd erinD wF qF nd mpioD gF rF nd wrt¡ %nezEv¡ opezD pF tF @PHITA 9he nteedents of export performne of frzilin smll nd mediumEsized enterprises @wisA X the nonEliner e'ets of ustomer orienttionF9D snterntionl smll usiness journlFD QR @SAF ppF UHIEUPUF gopyright he euthor@sA PHISF eprinted y permission of eqi ulitionsF Additional information: Use policyThe full-text may be used and/or reproduced, and given to third parties in any format or medium, without prior permission or charge, for personal research or study, educational, or not-for-prot purposes provided that:• a full bibliographic reference is made to the original source • a link is made to the metadata record in DRO • the full-text is not changed in any way The full-text must not be sold in any format or medium without the formal permission of the copyright holders.Please consult the full DRO policy for further details. an emerging market. The research findings suggest that technology intensity and competitive intensity are key determinants in explaining the firm's success in the export market. Our findings also indicate that the relationship between customer orientation and export performance is quadratic (U-shaped) rather than linear. The implications of these findings along with the limitations are discussed.

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“…While it is acknowledged that the characteristics of international markets can influence the quality and closeness of the relationship that develops between manufacturers and their foreignbased distributors (Bello et al, 1996), the direction of the impact of competitive intensity on distribution support is less obvious in the literature. For instance, in highly competitive markets where changes happen rapidly, it may either motivate the parties to engage in close cooperative actions to respond more effectively to change or alternatively lead them to reduce their reliance on each other (Bello et al, 2003) and prioritise other less competitive markets. In our study, we propose that market competition has a positive impact on the support given to the distributor.…”

Section: H2: Environmental Differences Between the Home And Foreign Mmentioning

confidence: 99%

“…Cavusgil and Zou, 1994) have considered it as the key component of a firm's export distribution decisions. The relationship with distributors is an important factor to consider when explaining the export success of SMEs because distributors have access to customers and possess important local-market knowledge (Bello et al, 2003) and offer SMEs a relatively easy and low-cost way of entering a foreign market.…”

Section: Introductionmentioning

confidence: 99%

The influence of distributor support and price adaptation on the export performance of small and medium-sized enterprises

Sousa

Novello²

2012

International Small Business Journal: Researching Entrepreneurs

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Use policyThe full-text may be used and/or reproduced, and given to third parties in any format or medium, without prior permission or charge, for personal research or study, educational, or not-for-prot purposes provided that:• a full bibliographic reference is made to the original source • a link is made to the metadata record in DRO • the full-text is not changed in any way The full-text must not be sold in any format or medium without the formal permission of the copyright holders.Please consult the full DRO policy for further details. Abstract:Although a number of studies have examined the antecedents of export performance, little empirical attention has been given to the influence of distribution support and price adaptation on export performance in comparison with other determinants. To address this gap in literature, this study develops a new model, which integrates these two constructs as key variables affecting export performance. A sample of senior managers of export firms in Italy is used to test the hypotheses. The results suggest that support given to the distributor has a strong and positive impact on the firms' export performance. In addition, the findings indicate that distribution support plays a mediating role in our model. Contrary to expectations, the results show that price adaptation has no significant impact on export performance. Although in the literature price adaptation and export performance is assumed to have a linear relationship, further analysis shows a non-linear (U-shaped) relationship between price adaptation and export performance. The implications of these findings along with the limitations of the study are discussed.

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The antecedents and performance consequences of relationalism in export distribution channels

Cited by 205 publications

References 47 publications

Interpersonal Factors as Drivers of Quality and Performance in Western–Hong Kong Interorganizational Business Relationships

Interpersonal Factors as Drivers of Quality and Performance in Western–Hong Kong Interorganizational Business Relationships

The antecedents of export performance of Brazilian small and medium-sized enterprises (SMEs): The non-linear effects of customer orientation

The influence of distributor support and price adaptation on the export performance of small and medium-sized enterprises

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