Developing a model of reciprocity in the importer-exporter relationship: The relative efficacy of economic versus social factors

Industrial Marketing Management

Volumn 37, Issue 1, 2008, Pages 9-22

  Lee, Dong Jin ^a   Jeong, Insik ^b   Lee, Hyoung Tark ^a   Sung, Hye Jin ^a  

^a Yonsei University   (South Korea)

^b Korea University   (South Korea)

Author keywords

Benevolence; Importer exporter relationship; Reciprocity

Indexed keywords

EID: 37649000360     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2007.06.009     Document Type: Article

References (90)

1. Alston J.P. Wa, guanxi, and inwha: Managerial principles in Japan, China, and Korea. Business Horizons 32 2 (1989) 26-31
2. Anderson E., and Coughlan A.T. International market entry and expansion via integrated channels of distribution. Journal of Marketing 51 1 (1987) 71-82
3. Anderson J.C., and Gerbing D.W. Structural modeling in practice: A review and recommended two-step approach. Psychological Bulletin 103 3 (1988) 411-423
4. Anderson J., and Narus J. A model of distributor firm and manufacturing firm working partnerships. Journal of Marketing 54 1 (1990) 42-58
5. Armstrong J.S., and Overton T.S. Estimating nonresponse bias in mail surveys. Journal of Marketing Research 14 3 (1977) 396-402
6. Aulakah P., Kotabe M., and Sahay A. Trust and performance in cross-border marketing partnership: A behavioral approach. Journal of International Business Studies 27 5 (1996) 1002-1032
7. Bello D.C., and Gilliland D.I. The effect of output controls, process controls, and flexibility on export channel performance. Journal of Marketing 61 1 (1997) 22-38
8. Bendapudi N., Singh S.N., and Bendapudi V. Enhancing helping behavior: An integrative framework for promotion planning. Journal of Marketing 60 3 (1996) 33-49
9. Bentler P.M., and Chou C. Practical issues in structural modeling. Sociological Methods and Research 16 1 (1987) 78-117
10. Blau P.M. Exchange and power in social life (1964), Wiley, New York
11. Boyacigiller N. The role of expatriates in the management of interdependence, complexity, and risk in multinational corporations. Journal of International Business Studies 21 1 (1990) 357-381
12. Burns T. A structural theory of social exchange. ACTA Sociological 16 3 (1973) 188-208
13. Carr C.L. Reciprocity: The golden rule of IS-user service relationship quality and cooperation. Communication of the ACM 49 6 (2006) 77-83
14. Cavusgil S.T. International partnering: A systematic framework for collaborating with foreign business partners. Journal of International Marketing 6 1 (1998) 91-107
15. Cavusgil S.T., Deligonul S., and Zhang C. Curbing foreign distributor opportunism: An examination of trust, contracts, and the legal environment in international channel relationships. Journal of International Marketing 12 2 (2004) 17-27
16. Churchill G.A., and Suprenant C. An investigation into the determinants of customer satisfaction. Journal of Marketing Research 19 4 (1982) 491-504
17. Cialdini R.C. Influence: Science and practice. 3rd ed. (1993), Harper Collins, New York
18. Crosby L.A., Evans K.R., and Cowles D. Relationship quality in service selling: An interpersonal influence perspective. Journal of Marketing 54 3 (1990) 68-81
19. Cullen J.B., Johnson J.L., and Sakano T. Japanese and local partner commitment to IJVs: Psychological consequences of outcomes and investments in the IJV relationship. Journal of International Business Studies 26 (1995) 91-115
20. Davidson W. The location of foreign direct investment activity: Country characteristics and experience effects. Journal of International Business Studies 12 3 (1980) 9-22
21. Doney P.M., and Cannon J.P. An examination of the nature of trust in buyer-seller relationships. Journal of Marketing 61 2 (1997) 35-51
22. Dow D. A note on psychological distance and export market selection. Journal of International Marketing 8 1 (2000) 51-64
23. Dwyer F.R., Schurr P.H., and Oh S. Developing buyer-seller relationships. Journal of Marketing 51 (1987) 11-27
24. Ekeh P.P. Social exchange theory: The two traditions (1974), Harvard University Press, Cambridge, MA
25. Erramilli M.K., and Rao C.P. Service firms' international entry-mode choice: A modified transaction cost approach. Journal of Marketing 57 3 (1993) 19-38
26. Fornell C.D., and Larcker F. Evaluating structural equation models with unobservable variables and measurement errors. Journal of Marketing Research 18 1 (1981) 39-50
27. Ganesan S. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing 59 2 (1994) 1-19
28. Gatignon H., and Anderson E. The multinational corporations' degree of control over foreign subsidiaries: An empirical test of a transaction cost explanation. Journal of Law, Economics, and Organization 4 2 (1988) 305-335
29. Geyskens I., Steenkamp J.E.M., and Kumar N. A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research 36 2 (1999) 223-238
30. Geyskens I., Steenkamp J.E.M., Scheer L.K., and Kumar N. The effect of trust and interdependence on relationship commitment: A trans-Atlantic study. International Journal of Research in Marketing 13 (1996) 303-317
31. Gilliland D.I., and Bello D.C. Two sides to attitudinal commitment: The effect of calculative and loyalty commitment on enforcement mechanisms in distribution channels. Journal of the Academy of Marketing Science 58 2 (2002) 23-43
32. Goodnow J.D., and Hansz J.E. Environmental determinants of overseas market entry strategies. Journal of International Business Studies 3 1 (1972) 33-50
33. Gouldner A.W. The norm of reciprocity: A preliminary statement. American Sociological Review 25 2 (1960) 161-178
34. Gouldner A.W. The importance of something for nothing. In: Gouldner A.W. (Ed). For Sociology. (1973), Allen Lane, London
35. Greenberg, M. S. (1968). A preliminary statement on a theory of indebtedness. In M.S. Greenberg (Chm.), Justice in social exchange. Symposium Presented at the Western Psychological Association, San Diego.
36. Gundlach G.T., Achrol R.S., and Mentzer J.T. The structure of commitment in exchange. Journal of Marketing 59 1 (1995) 78-92
37. Hall E.T., and Hall M.R. Hidden differences: Doing business with the Japanese (1987), Anchor Books, New York
38. Harich K.R., and LaBahn D.W. Enhancing international business relationships: A focus on customer perception of sales person role performance including cultural sensitivity. Journal of Business Research 42 (1998) 87-101
39. Haugland S.A. Factors influencing the duration of international buyer-seller relationship. Journal of Business Research 46 (1999) 273-280
40. Hofstede G. Culture's consequences (1980), Sage Publication, Beverly Hills
41. Hofstede G. Cultures and organizations: Software of the mind (1991), McGraw-Hill, New York
42. Holzmuller H., and Kasper H. Decision-maker and export activity: A cross-national comparison of the foreign orientation of Austrian managers. Management International Review 30 3 (1990) 217-230
43. Homburg C., Krohmer H., Cannon J.P., and Kiedaisch I. Customer satisfaction in transnational buyer-supplier relationships. Journal of International Marketing 10 4 (2002) 1-29
44. Houston F.S., and Gassenheimer J.B. Marketing and exchange. Journal of Marketing 51 (1987) 3-18
45. Hui C.H., and Triandis H.C. Individualism-collectivism: A study of cross-cultural researchers. Journal of Cross-Cultural Psychology 17 (1986) 225-248
46. Hwang K. Face and favor: The Chinese power game. American Journal of Sociology 92 4 (1987) 944-974
47. Jap S.D. Pie-expansion efforts: Collaboration processes in buyer-seller relationships. Journal of Marketing Research 36 4 (1999) 461-475
48. Jarvenpaa S.L., Knoll K., and Leidner D.E. Is anybody out there? Antecedents of trust in global virtual teams. Journal of Management Information Systems 14 4 (1998) 29-64
49. Johanson J., and Vahlne E. The internationalization process of the firm: A model of knowledge development and increasing foreign commitments. Journal of International Business Studies 8 1/2 (1977) 23-32
50. Johnson J.L., Cullen J.B., Sakano T., and Takenouchi H. Setting the stage for trust and strategic integration in Japanese-U.S. cooperative alliances. Journal of International Business Studies 27 5 (1996) 981-1004
51. Joreskog K.G., and Sorbom D. LISREL 8: Structural equation modeling with the SIMPLIS command language (1993), Lawrence Erlbaum Associates, Hillsdale, NJ
52. Kashlak R.J., Chandran R., and Di Benedetto C.A. Reciprocity in international business: A study of telecommunications alliances and contracts. International Business Review 29 2 (1998) 183-198
53. Katsikeas C. Global marketing of industrial products: Contemporary developments and future directions. Industrial Marketing Management 35 5 (2006) 540-544
54. Katsikeas C.S., and Kaleka A. Import motivation in manufacturer-overseas distributor relationship: Guidelines for U.S. industrial exporters. Industrial Marketing Management 28 (1999) 613-625
55. Kim S.K., and Hsieh P. Interdependence and its consequences in distributor perspective through response surface approach. Journal of Marketing Research 40 2 (2003) 101-112
56. Kirchler E., Fehr E., and Evans R. Social exchange in the labor market: Reciprocity and trust versus egoistic money maximization. Journal of Economic Psychology 17 (1996) 313-341
57. Kline R.B. Principles and practices of structural equation modeling (1998), Guilford, New York
58. Klein S., and Roth V.J. Determinants of export channel structure: The effects of experience and psychic distance reconsidered. International Marketing Review 7 5 (1990) 27-38
59. Kogut B., and Singh H. The effect of national culture on the choice of entry mode. Journal of International Business Studies 19 3 (1988) 411-432
60. Kumar N. The power of trust in manufacturer-retailer relationships. Harvard Business Review 74 6 (1996) 92-107
61. Lee D.J., Sirgy M.J., Brown J.R., and Bird M.M. Importers' benevolence toward their foreign export suppliers. Journal of the Academy of Marketing Science 32 1 (2004) 32-48
62. Leonidou L.C., Barnes B.R., and Talias M.A. Exporter-importer relationship quality: The inhibiting role of uncertainty, distance, and conflict. Industrial Marketing Management 35 5 (2006) 576-588
63. Liang N., and Parkhe A. Importer behavior: The neglected counterpart of international exchange. Journal of International Business Studies 28 3 (1997) 495-530
64. Luo Y. Business strategy, market structure, and performance of international joint ventures: The case of joint venture in China. Management International Review 35 3 (1997) 241-264
65. Mayer R.C., Davis J.H., and Schoorman F.D. An integrative model of organizational trust. Academy of Management Review 20 3 (1995) 709-734
66. Merrilees B., and Miller D. Direct selling in the west and east: The relative roles of product and relationship (guanxi) drivers. Journal of Business Research 45 (1999) 267-273
67. Miller N.J., and Kean R.C. Reciprocal exchange in rural communities: Consumers' inducements to inshop. Psychology and Marketing 14 7 (1997) 637-661
68. Mohr J., and Nevin J.R. Communication strategies in marketing channels: A theoretical perspective. Journal of Marketing 54 4 (1990) 36-51
69. Morgan R.M., and Hunt S. The commitment-trust theory of relationship marketing. Journal of Marketing 58 3 (1994) 20-38
70. Naidu G.M., Parvatiyar A., Sheth J.N., and Westgate L. Does relationship marketing pay? An empirical investigation of relationship marketing practices in hospitals. Journal of Business Research 46 3 (1999) 207-218
71. Noordewier T.G., John G., and Nevin J.R. Performance outcomes of purchasing arrangements in industrial buyer-seller relationships. Journal of Marketing 54 (1990) 80-93
72. Oliver R.L. A cognitive model of the antecedents and consequences of satisfaction decisions. Journal of Marketing Research 17 4 (1980) 460-469
73. Oliver R.L., and Swan J.E. Consumer perceptions of interpersonal equity and satisfaction in transactions: A field survey approach. Journal of Marketing 53 2 (1989) 21-35
74. Pornpitakpan C. The effects of cultural adaptation on business relationships: Americans selling to Japanese and Thais. Journal of International Business Studies 30 2 (1999) 317-338
75. Root F.J. Foreign market entry strategies (1983), Irwin, Homewood IL
76. Samiee S., and Walters P.G.P. Relationship marketing in an international context: A literature review. International Business Review 12 (2003) 193-214
77. Samiee S., and Walters P.G.P. Supplier and customer exchange in international industrial markets: An integrative perspective. Industrial Marketing Management 35 5 (2006) 589-599
78. Sharma N., Young L., and Wilkinson I. The commitment mix: Dimensions of commitment in international trading relationships in India. Journal of International Marketing 14 3 (2006) 64-90
79. Seinen I., and Schram A. Social status and group norms: Indirect reciprocity in a repeated helping experiment. European Economic Review 50 (2006) 581-602
80. Skarmeas D. The role of functional conflict in international buyer-seller relationships: Implications for industrial exporters. Industrial Marketing Management 35 5 (2006) 567-575
81. Skarmeas D., and Katsikeas C.S. Drivers of superior importer performance in cross-cultural supplier-reseller relationships. Industrial Marketing Management 30 (2001) 227-241
82. Skarmeas D., Katsikeas C.S., and Schlegelmilch B.B. Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: The importer's perspective. Journal of International Business Studies 33 4 (2002) 757-783
83. Tcha M.J. Altruism, household size, and migration. Economic Letters 49 (1995) 441-445
84. Turner R.H. Family interaction (1970), John Wiley, New York
85. Van Dyne L., Cummings L.L., and Parks J.M. Extra-role behaviors: In pursuit of construct and definitional clarity. Research in Organizational Behavior 17 (1997) 215-285
86. Wiener Y. Commitment in organizations: A normative view. Academy of Management Review 7 (1982) 418-428
87. Williams J.D., Han S.L., and Qualls W.J. A conceptual model and study of cross-cultural business relationships. Journal of Business Research 42 (1998) 135-143
88. Williams L.J., and Anderson S.Z. Job satisfaction and organizational commitment as predictors of organizational citizenship and role behaviors. Journal of Management 17 (1991) 601-617
89. Wilson T.D., Lisle D.J., Kraft D., and Wetzel C.G. Preferences as expectation-driven inferences: Effects of affective expectations on affective experience. Journal of Personality and Social Psychology 56 (1989) 519-530
90. Yi Y. A critical review of customer satisfaction. In: Zeithaml V.A. (Ed). Review of marketing (1990), American Marketing Association, Chicago 68-124