Abstract
There has been considerable amount of interest in the study of exporter-importer relationships in recent decade. This paper proposes and empirically tests the role of reciprocity in a dyadic relational model of exporter-importer relationships. It is hypothesized that relationship commitment is driven by a reciprocal cycle of each partner's perception of the other's commitment, relationship specific investments and dependence. Each side of the dyad looks for cues and signals as to the other party's commitment to the relationship, which in turn influences their commitment. The model was tested with data collected from a matched pair of 125 dyads of Australian exporters and Thai importers. Structural equation modelling was used to analyze the data. The findings support the overall model, highlighting the importance of reciprocal nature of commitment and its impact on exporter-importer relationships.
| Original language | English |
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| Title of host publication | International Conference on Marketing (ICMAR 2010): Global Issues and Challenges, 23-24 June 2010, Renaissance Hotel, Kuala Lumpar |
| Publisher | International Islamic University Malaysia |
| Number of pages | 10 |
| Publication status | Published - 2010 |
| Event | International Conference on Marketing - Duration: 23 Jun 2010 → … |
Conference
| Conference | International Conference on Marketing |
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| Period | 23/06/10 → … |