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Trust and affective commitment as energizing forces for export performance

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  • Bloemer, Josée
  • Pluymaekers, Mark
  • Odekerken, Armand
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    Abstract

    This study explores the effects of trust, commitment, relation-oriented competencies and entrepreneurial competencies on export performance. Using survey data from 134 exporting organizations located in the south of the Netherlands, a conceptual model is tested in which trust and affective commitment act as energizing forces for the development of competencies that have a positive effect on export performance. The main difference between this approach and other models is that affective commitment is hypothesized to have an indirect effect on performance, rather than a direct effect. This prediction is borne out by the data, which indicates that the role of trust and affective commitment in relational models of export performance may need to be reconsidered.

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    Bibliographic Info

    Article provided by Elsevier in its journal International Business Review.

    Volume (Year): 22 (2013)
    Issue (Month): 2 ()
    Pages: 363-380

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    Handle: RePEc:eee:iburev:v:22:y:2013:i:2:p:363-380

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    Related research

    Keywords: Affective commitment; Calculative commitment; Cultural sensitivity; Energizing force; Entrepreneurial posture; Export performance; Linguistic competence; Relational models; Relationship quality characteristics; Trust;

    References

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    Cited by:
    1. Sachdev, Harash J. & Bello, Daniel C., 2014. "The effect of transaction cost antecedents on control mechanisms: Exporters’ psychic distance and economic knowledge as moderators," International Business Review, Elsevier, vol. 23(2), pages 440-454.

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