Reciprocal effects of commitment on exporter-importer relationships

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    Abstract

    Reciprocal effects of relationship commitment on exporter–importer relationships are tested with data from 125 pairs of Australian–Thai exporter–importer relationships. Relationship performance is modeled as a function of each party's commitment toward the other partner. This commitment is driven by a reciprocal cycle of each partner's perception of the other's commitment, relationship-specific investments, and dependence. The findings support the overall model, highlighting the importance of reciprocal nature of commitment and its impact on exporter–importer relationships.
    Original languageEnglish
    Pages (from-to)2-16
    Number of pages15
    JournalJournal of Relationship Marketing
    Volume8
    Issue number1
    DOIs
    Publication statusPublished - 2009

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