Exploring the antecedents of relationship commitment in an import-export dyad

Diana Weinberg, Abraham Carmeli

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review

7 Scopus citations

Abstract

Although examples of governance abound in the study of export theory, dyadic relationships (importers and exporters) in import theory have thus far received scant attention in the international business literature. Our study aims to explore how high-quality relationships, manifested by trust, respectful engagement and vitality, augment relationship commitment between importer and exporter, while controlling for years of importing, exporter visits, exporter reputation, substitutes, and industry conditions. Data collected from 97 importing companies show that both trust and respectful engagement had a positive effect on relationship commitment. However, vitality mediated the relationship between respectful engagement and relationship commitment. The findings also indicate that the presence of product substitutes had a significant impact on relationship commitment.

Original languageEnglish
Title of host publicationNew Perspectives in International Business Research
PublisherEmerald Group Publishing Ltd.
Pages113-137
Number of pages25
ISBN (Print)9781848552784
DOIs
StatePublished - 2008

Publication series

NameProgress in International Business Research
Volume3
ISSN (Print)1745-8862

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