Lighting up the “dark side” of international export/import relationships: Evidence from UK exporters

Management Decision

Volumn 42, Issue 5, 2004, Pages 694-708

  Pressey, Andrew ^a   Tzokas, Nikolaos ^a  

^a UNIVERSITY OF EAST ANGLIA   (United Kingdom)

Author keywords

Exports; International business; Relationship marketing; United Kingdom

Indexed keywords

EID: 84993099323     PISSN: 00251747     EISSN: None     Source Type: Journal    
DOI: 10.1108/00251740410538523     Document Type: Article

References (54)

1. Aaby, N.E. and Slater, S.F. (1989), “ Management influences on export performance: a review of the empirical literature 1978-88 ”, International Marketing Review, Vol. 6 No. 4, pp. 7-26.
2. Alston, J.P. (1989), “ Wa, Guanxi, and Inhwa: managerial principles in Japan, China, and Korea ”, Business Horizons, March-April, pp. 26-31.
3. Ambler, T. (1995), “ Reflections on China: re-orienting images of marketing ”, Marketing Management, Vol. 4 No. 1, pp. 23-30.
4. Beckermann, W. (1956), “ Distance and the pattern of intra-European trade ”, Review of Economics and Statistics, Vol. 28.
5. Bennett, R. (1996), “ Relationship formation and governance in consumer markets: transactional analysis versus the behaviourist approach ”, Journal of Marketing Management, Vol. 12, pp. 417-436.
6. Blois, K. (1997), “ Are business to business relationships inherently unstable? ”, Journal of Marketing Management, Vol. 13, pp. 367-382.
7. Blois, K.J. (1996), “ Relationship marketing in organisational markets: when is it appropriate? ”, Journal of Marketing Management, Vol. 12 No. 1-3, pp. 161-173.
8. Borys, B. and Jemison, D.B. (1989), “ Hybrid arrangements as strategic alliances: theoretical issues in organizational combinations ”, Academy of Management Review, Vol. 14 No. 2, pp. 234-249.
9. Dabholkar, P.A., Johnston, W.J. and Cathey, A.S. (1994), “ The dynamics of long-term business-to-business relationships ”, Journal of the Academy of Marketing Science, Vol. 22 No. 2, pp. 130-145.
10. Davies, H., Leung, T.K.P., Luk, S.T.K. and Wong, Y-H. (1995), “ The benefits of “Guanxi”: the value of relationships in developing the Chinese market ”, Industrial Marketing Management, Vol. 24 No. 3, pp. 207-214.
11. Day, G.S. (2000), “ Managing market relationships ”, Journal of the Academy of Marketing Science, Vol. 28 No. 1, pp. 24-30.
12. Donaldson, B. and O'Toole, T. (2000), “ Classifying relationship structures: relationship strength in industrial markets ”, Journal of Business & Industrial Marketing, Vol. 15 No. 7.
13. Dwyer, F.R., Schurr, P.S. and Oh, S. (1987), “ Developing buyer-seller relationships ”, Journal of Marketing, Vol. 51, pp. 11-27.
14. Ford, D. (1982), “ The development of buyer-seller relationships in industrial markets ”, in Hakansson, H. (Ed.), International Marketing and Purchasing of Industrial Goods, John Wiley, Chichester, pp. 288-303.
15. Ford, D. (Ed.) (1990), Understanding Business Markets: Interaction, Relationships, Networks, Harcourt Brace, Orlando, FL.
16. Ford, D. and Rosson, P. (1982), “ The relationship between export manufacturers and their overseas distributors ”, in Czinkota, M. and Tesar, G. (Eds), Export Management: An International Context, Praeger, New York, NY, pp. 257-275.
17. Ford, I.C. and Leonidou, L.C. (1991), “ Research developments in international marketing: a European perspective ”, in Paliwoda, S.J. (Ed.), New Perspective on International Marketing, Routledge, London, pp. 3-32.
18. Ganesan, S. (1994), “ Determinants of long-term orientation in buyer-seller relationships ”, Journal of Marketing, Vol. 59 No. 2, pp. 1-19.
19. Grayson, K. and Ambler, T. (1999), “ The dark-side of long-term relationships in marketing services ”, Journal of Marketing Research, Vol. 36 No. 1, pp. 132-142.
20. Gronroos, C. (1991), “ The marketing strategy continuum: towards a marketing concept for the 1990s ”, Management Decision, Vol. 29 No. 1, pp. 7-13.
21. Gruen, T.W., Summers, J.O. and Acito, F. (2000), “ Relationship marketing activities, commitment, and membership behaviours in professional associations ”, Journal of Marketing, Vol. 64 July, pp. 34-49.
22. Håkansson, H. (Ed.) (1982), International Marketing and Purchasing of Industrial Goods. An Interaction Approach, Wiley and Sons, Chichester.
23. Halinen, A. and Tornroos, J-A. (1995), “ The role of time in the study of industrial buyer-seller relationships ”, in Moller, K. and Wilson, D.T. (Eds), Business Marketing: An Interaction and Network Approach, Kluwer Academic Publishers, Boston, MA, pp. 493-529.
24. Hibbard, J.D., Brunel, F.F., Dant, R.P. and Iacobucci, D. (2001), “ Does relationship marketing age well? ”, Business Strategy Review, Vol. 12 No. 4, pp. 29-36.
25. Jackson, B.B. (1985), Winning and Keeping Industrial Customers: The Dynamics of Customer Relationships, Lexington Books, Lexington, MA.
26. Johanson, J. and Vahlne, J. (1977), “ The internationalisation process of the firm – a model of knowledge development and increasing foreign market commitments ”, Journal of International Business Studies, Vol. 8, pp. 23-32.
27. Katsikeas, C.S. and Piercy, N.F. (1996), “ Determinants of export performance in a European context ”, European Journal of Marketing, Vol. 30 No. 6.
28. Leonidou, L.C. and Kaleka, A.A. (1998), “ Behavioural aspects of international buyer-seller relationships. their association with export involvement ”, International Marketing Review, Vol. 15 No. 5, pp. 373-397.
29. Lewicki, R. and Bunker, B. (1995), “ Trust in relationships: a model of trust development and decline ”, in Bunker, B. and Rubin, J. (Eds), Conflict and Justice, Jossey-Bass, San Francisco, CA.
30. Merrilees, B. and Miller, D. (1999), “ Direct selling in the west and east: the relative roles of product and relationship (Guanxi) drivers ”, Journal of Business Research, Vol. 45 No. 3, pp. 267-273.
31. Michailova, S. and Worm, V. (2003), “ Personal networking in Russia and China: Blat and Guanxi ”, European Management Journal, Vol. 21 No. 44, pp. 509-519.
32. Möller, K.E. and Törrönen, P. (2003), “ Business suppliers' value creation potential: a capability-based analysis ”, Industrial Marketing Management, Vol. 32 No. 2, pp. 109-118.
33. Moorman, C., Zaltman, G. and Deshpandé, R. (1992), “ Relationships between providers and users of market research: the dynamics of trust within and between organizations ”, Journal of Marketing Research, Vol. 29, pp. 314-328.
34. Morgan, R.M. and Hunt, S.D. (1994), “ The commitment-trust theory of relationship ”, Journal of Marketing, Vol. 58, pp. 20-38.
35. O'Malley, L. and Tynan, C. (1999), “ The utility of the relationship metaphor in consumer markets: a critical evaluation ”, Journal of Marketing Management, Vol. 15 No. 7, pp. 587-602.
36. Parkhe, A. (1998), “ Current issues in international alliances ”, Business Horizons, November-December, pp. 2-3.
37. Parkhe, A. (1991), “ Interfirm diversity, organizational learning, and longevity in global strategic alliances ”, Journal of International Business Studies, pp. 579-601.
38. Reichheld, F. and Sasser, W. (1990), “ Zero defections: quality comes to services ”, Harvard Business Review, September-October, pp. 105-111.
39. Reinartz, W.J. and Kumar, V. (2000), “ On the profitability of long-life customers in a non-contractual settings: an empirical investigation and implications for marketing ”, Journal of Marketing, Vol. 64 No. 4, pp. 17-35.
40. Rindova, V.P. and Fombrun, C.J. (1999), “ Constructing competitive advantage: the role of firm-constituent interactions ”, Strategic Management Journal, Vol. 20 No. 8, pp. 691-710.
41. Rosenbloom, B. (1990), “ Motivating your international channel partners ”, Business Horizons, March-April.
42. Rosson, P.J. (1986), “ Time passages: the changing nature of manufacturer-overseas distributors relations in exporting ”, Industrial Marketing and Purchasing, Vol. 1 No. 2, pp. 48-64.
43. Sheth, J. and Sharma, A. (1997), “ Supplier relationships ”, Industrial Marketing Management, Vol. 26, pp. 91-100.
44. Sin, L.Y.M., Tse, A.C.B., Yau, O.H.M., Chow, R.P.M., Lee, J.S.Y. and Lau, L.B. (forthcoming), “ Relationship marketing orientation: scale development and cross-cultural validation ”, Journal of Business Research.
45. Smith, W. and Higgins, M. (2000), “ Reconsidering the relationship analogy ”, Journal of Marketing Management, Vol. 16, p. 1-3.
46. Solberg, C.A. (1995), “ Defining the role of the representative and the exporter in international industrial markets ”, in, Proceedings of the Industrial Marketing and Purchasing Group Conference, Manchester, England, Vol. 2, pp. 1077-99.
47. Spekman, R.E., Kamauff, J.W. and Salmond, D.J. (1994), “ At last purchasing is becoming strategic ”, Long Range Planning, Vol. 27 No. 2, pp. 76-84.
48. Spekman, R.E., Forbes, T.M. III, Isabella, L.A. and MacAvoy, T.C. (1998), “ Alliance management: a view from the past and a look to the future ”, Journal of Management Studies, Vol. 35 No. 6, pp. 747-772.
49. Styles, C. and Ambler, T. (1994), “ Successful export practice: the UK experience ”, International Marketing Review, Vol. 11 No. 6, pp. 23-47.
50. Styles, C. and Ambler, T. (2000), “ The impact of relational variables on export performance: an empirical investigation in Australia and the UK ”, Australian Journal of Management, Vol. 25 No. 3, pp. 261-281.
51. Turnbull, P.W. and Valla, J.P. (1986), The Dimensions of Industrial Marketing Strategy, Strategies for International Industrial Marketing, Croom Helm, London, pp. 265-289.
52. Ulaga, W. (forthcoming), “ Capturing value creation in business relationships: a customer perspective ”, Industrial Marketing Management.
53. Verhoef, P.C., Franses, P.H. and Hoekstra, J.C. (2002), “ The effect of relational constructs on customer referrals and number of services purchased from a multiservice provider: does age of relationship matter? ”, Journal of the Academy of Marketing Science, Vol. 30 No. 3, pp. 202-216.
54. Young, L. and Danize, S. (1994), “Super-glued relationships: the nature of bonds between professional service suppliers and buyers”, working paper presented at the 10th IMP conference, Groningen, September.