Survival and dissolution of exporter relationships with importers: A longitudinal analysis

Industrial Marketing Management

Volumn 39, Issue 7, 2010, Pages 1198-1206

  Payan, Janice M ^a   Obadia, Claude ^b   Reardon, James ^a   Vida, Irena ^c  

^a UNIVERSITY OF NORTHERN COLORADO   (United States)

^b ADVANCIA   (France)

^c UNIVERSITY OF LJUBLJANA   (Slovenia)

Author keywords

Dissolution; Exporter; Importer; Interorganizational survival; Longitudinal; Relationships

Indexed keywords

EID: 77956874982     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2009.12.011     Document Type: Article

References (71)

1. Alajoutsijärvi K., Möller K., Tähtinen J. Beautiful exit: How to leave your business partner. European Journal of Marketing 2000, 34(11/12):1270-1289.
2. Anderson R.E. Consumer dissatisfaction: The effect of disconfirmed expectancy on perceived product performance. Journal of Marketing Research 1973, February, 10:38-44.
3. Anderson E., Weitz B. Determinants of continuity in conventional industrial channel dyads. Marketing Science 1989, 8(4):310-323.
4. Baggozi R. Evaluating structural equation models with unobservable variables and measurement error: A comment. Journal of Marketing Research 1981, August, 18:375-381.
5. Bakker M., Leenders T.A.J., Gabbay S.M., Kratzer J., Van Engelen J.M.L. Is trust really social capital? Knowledge sharing in product development projects. The Learning Organization 2006, 13(6):594-605.
6. Beardon W.O., Teel J.E. Selected determinants of consumer satisfaction and complaint reports. Journal of Marketing Research 1983, 20(1):21-28.
7. Bello D.C., Chelariu C., Zhang L. The antecedents and performance consequences of relationalism in export distribution channels. Journal of Business Research 2003, 56:1-16.
8. Bello D.V., Gilliland D.I. The effect of output controls, process controls and flexibility on export channel performance. Journal of Marketing 1997, January, 61:12-38.
9. Chelariu C., Bello D.C., Gilliland D.I. Institutional antecedents and performance consequences of influence strategies in export channels to Eastern European transitional economies. Journal of Business Research 2006, 59:525-534.
10. Conway T., Swift J.S. International Relationship Marketing - The Importance of Psychic Distance. European Journal of Marketing 2000, 34(11):1391-1414.
11. Cronbach L.J. Coefficient alpha and the internal structure of tests. Psychometrika 1951, 16:297-334.
12. Dwyer F.R., Schurr P.H., Oh S. Developing buyer-seller relationships. Journal of Marketing 1987, April, 51:11-27.
13. European Commission (2005). The new SME definition: User guide and model declaration. Available at http://www.europa.eu.int/comm/enterprise/enterprise_policy/sme_definition/sme_user_guide.pdf.
14. Evans J., Mavondo F. Psychic distance and organizational performance: An empirical examination of international retailing operations. Journal of International Business Review 2002, 33(3):515-532.
15. Eyuboglu N., Buja A. Quasi-Darwinian selection in marketing relationships. Journal of Marketing 2007, October, 71:48-62.
16. Fornell C., Larcker D. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research 1981, 18(1):39-50.
17. Ganesan S. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing 1994, 58(2):1-19.
18. Gerbing D.W., Anderson J.C. An updated paradigm for scale development incorporating unidimensionality and its assessment. Journal of Marketing Research 1988, 25(2):186-192.
19. Geyskens I., Steenkamp J.-B.E.M. An investigation into the joint effects of trust and interdependence on relationship commitment. Proceedings of the 24th Annual Conference of the European Marketing Academy 1995, 351-371.
20. Geyskens I., Steenkamp J.-B.E.M., Kumar N. Generalizations about trust in marketing channel relationships using meta-analysis. International Journal of Research in Marketing 1998, 15(3):223-248.
21. Giller C., Matear S. The termination of inter-firm relationships. Journal of Business and Industrial Marketing 2001, 16(2):94-112.
22. Good D.J., Evans K.R. Relationship unrest: A strategic perspective for business-to-business marketers. European Journal of Marketing 2001, 35(5/6):549-565.
23. Håkansson H. International Marketing and Purchasing of Industrial Goods: An Interaction Approach. IMP Project Group 1982, Wiley, Chichester.
24. Hair J.F., Anderson R.E., Tatham R.L., Black W.C. Multivariate data analysis 1998, Prentice Hall, New York.
25. Håkansson H., Snehota I. The burden of relationships or who's next?. Interaction, Relationships and Networks, Proceedings of the IMP 11th International Conference 1995, 1:522-536.
26. Hallén L., Johnson M. Sudden death: Dissolution of relationships in the Russian transition economy. Journal of Marketing Management 2004, 20:941-957.
27. Havila V., Wilkinson I.F. The principle of the conservation of business relationship energy: Or many kinds of new beginnings. Industrial Marketing Management 2002, 31:191-203.
28. Hirschman A.O. Exit, voice and loyalty. Responses to decline in firms, organizations and states 1970, Harvard University Press, Cambridge.
29. Jöreskog K., Sörbom D. Lisrel 8: Structural equation modeling with the SIMPLIS command language 1993, Scientific Software International, Chicago, IL.
30. Katsikeas C.S., Skarmeas D., Bello D.C. Developing successful trust-based international exchange relationships. Journal of International Business Studies 2008, 40:132-155.
31. Klein A., Moosbrugger H. Maximum likelihood estimation of latent interaction effects with the LMS method. Psychometrika 2000, 65(4):457-474.
32. Klein S., Roth V.J. Determinants of export channel structure: The effects of experience and psychic distance reconsidered. International Marketing Review 1990, 7(5):27-38.
33. Klein S., Roth V.J. Satisfaction with international marketing channels. Journal of the Academy of Marketing Science 1993, 21(1):39-44.
34. Kumar N., Scheer L.K., Steenkamp J.-B.E.M. The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research 1995, February, 32:54-65.
35. Kumar N., Scheer L.K., Steenkamp J.-B.E.M. The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research 1995, 32:348-356.
36. Lages L.F., Montgomery D.B. The relationship between export assistance and performance improvement in Portuguese export ventures. An empirical test of the mediating role of pricing strategy adaptation. European Journal of Marketing 2002, 39(7-8):755-784.
37. Larzelere R.E., Huston T.D. The dyadic trust scale: Toward understanding interpersonal trust in close relationships. Journal of Marriage and the Family 1980, August, 595-604.
38. Lee D. The effect of cultural distance on the relational exchange between exporters and importers: The case of Australian exporter. Journal of Global Marketing 1998, 11(4):7-22.
39. Mayer R.C., Davis J.H., Schoorman F.D. An integrative model of organizational trust. Academy of Management Review 1995, 20(3):709-734.
40. Mentzer J.T., Flint D.J., Hult G.T.M. Logistic service quality as a segment customized process. Journal of Marketing 2001, 65(4):82-104.
41. Mohr J., Spekman R. Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques. Strategic Management Journal 1994, 15:135-152.
42. Morgan R., Hunt S. The commitment-trust theory of relationship marketing. Journal of Marketing 1994, July, 58:20-38.
43. Muthén L.K., Muthén B.O. Mplus User's Guide 1998-2007, Muthén & Muthén, Los Angeles, CA. Fifth Edition.
44. Obadia C. Cross-border interfirm cooperation: The influence of the performance context. International Marketing Review 2008, 25(6):634-650.
45. O'Grady S., Lane H.W. The psychic distance paradox. Journal of International Business Studies 1996, 27(2):309-333.
46. Palmatier R.W., Dant R.P., Grewal D. A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance. Journal of Marketing 2007, 71(4):172-194.
47. Pettersen, I.B. A Multi-Level Perspective on Exit Intention in Business Relationships. What are the Effects of Specific Investments in International Business Dyads in the Seafood Industry? Dissertation submitted to Department of Strategy and Management, Norwegian School of Economics and Business Administration, in partial fulfilment of the requirements for the doctoral degree, 2005.
48. Pettersen I.B., Rokkan A.I. Buyer tolerance of conflict in cross-national business relationships: An empirical study. Advances in International Marketing 2006, 16:213-243.
49. Pillai K.G., Sharma A. Mature relationships: Why does relational orientation turn into transaction orientation?. Industrial Marketing Management 2003, 32:643-651.
50. Ping R.A. The effects of satisfaction and structural constraints on retailer exiting, voice, loyalty, opportunities and neglect. Journal of Retailing 1993, 69(3):320-352.
51. Ping R.A. Some uninvestigated antecedents of retailer exit intention. Journal of Business Research 1995, 34(3):171-180.
52. Ping R.A. Unexplored antecedents of exiting in a marketing channel. Journal of Retailing 1999, 75(2):218-241.
53. Ping R.A., Dwyer F.R. A preliminary model of relationship termination in marketing channels. Advances in Distribution Channel Research 1992, JAI Press, Greenwich. G.L. Frazier (Ed.).
54. Purinton E.F., Rosen D.E., Curran J.M. Marketing relationship management: Antecedents to survival and dissolution. Journal of Business-to-Business Marketing 2007, 14(2):75-103.
55. Pressey A.D., Mathews B.P. Jumped, pushed or forgotten? Approaches to dissolution. Journal of Marketing Management 2003, 19(1/2):131-155.
56. Pressey A.D., Qiu X.X. Buyer-supplier relationship dissolution: The Chinese context. Journal of Business and Industrial Marketing 2007, 22(2):107-117.
57. Pressey A.D., Selassie H. Motives for dissolution in export relationships: Evidence from the UK. Journal of Consumer Behavior 2007, 6:132-145.
58. Prime N., Obadia C., Vida I. Psychic distance in exporter-importer relationships: A grounded theory approach. International Business Review 2009, 18(2):184-198.
59. Rindfleisch A., Malter A.J., Ganesan S., Moorman C. Cross-sectional versus longitudinal survey research: Concepts, findings, and guidelines. Journal of Marketing Research 2008, 45(3):261-279.
60. Rosenbloom B. Marketing channels: A management view 1999, Harcourt, Chicago. 6th ed.
61. SESSI (2002). Les PMI en quelques chiffres [Some figures on SMEs], Ed. Service des études et des statistiques industrielles, Ministère de l'Economie des Finances et de l'Industrie (France).
62. Schoorman F.D., Mayer R.C., Davis J.H. An integrative model of organizational trust: Past, present, and future. Academy of Management Review 2007, 32(2):344-354.
63. Shenkar O. Cultural distance revisited: Towards a more rigorous conceptualization and measurement of cultural differences. Journal of International Business Studies 2001, 32(3):519-538.
64. Shoham A. Bounded rationality, planning, standardization of international strategy, and export performance: A structural model examination. Journal of International Marketing 1999, 7(2):24-50.
65. Shoham A., Albaum G.S. Reducing the impact of barriers to exporting: A managerial perspective. Journal of International Marketing 1995, 3(4):85-105.
66. Skarmeas D., Robson M.J. Determinants of relationship quality in importer-exporter relationships. British Journal of Management 2008, 19:171-184.
67. Tähtinen J., Halinen A. Research on ending exchange relationships: A categorization, assessment and outlook. Marketing Theory 2002, 2(2):165-188.
68. Tähtinen J., Vaaland T.I. Business relationships facing the end: Why restore them?. Journal of Business and Industrial Marketing 2006, 21(1):14-23.
69. Watson J. Modeling the relationship between networking firm performance. Journal of Business Venturing 2007, 22:852-874.
70. Zaheer A., McEvily B., Perrone V. Does trust matter? Exploring the effects of inter-organizational and interpersonal trust on performance. Organization Science 1998, 9(2):141-159.
71. Zaheer S., Zaheer A. Trust across borders. Journal of International Business Studies 2006, 37:21-29.