IDEAS home Printed from https://ideas.repec.org/a/eee/iburev/v22y2013i2p363-380.html
   My bibliography  Save this article

Trust and affective commitment as energizing forces for export performance

Author

Listed:
  • Bloemer, Josée
  • Pluymaekers, Mark
  • Odekerken, Armand

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.

Suggested Citation

  • Bloemer, Josée & Pluymaekers, Mark & Odekerken, Armand, 2013. "Trust and affective commitment as energizing forces for export performance," International Business Review, Elsevier, vol. 22(2), pages 363-380.
    • Handle: RePEc:eee:iburev:v:22:y:2013:i:2:p:363-380
    DOI: 10.1016/j.ibusrev.2012.05.002
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S096959311200073X
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.ibusrev.2012.05.002?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Chryssochoidis, George & Theoharakis, Vasilis, 2004. "Attainment of competitive advantage by the exporter-importer dyad: The role of export offering and import objectives," Journal of Business Research, Elsevier, vol. 57(4), pages 329-337, April.
    2. C Zhang & S T Cavusgil & A S Roath, 2003. "Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market?," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 34(6), pages 550-566, November.
    3. Danny Miller & Peter H. Friesen, 1982. "Innovation in conservative and entrepreneurial firms: Two models of strategic momentum," Strategic Management Journal, Wiley Blackwell, vol. 3(1), pages 1-25, January.
    4. Schurr, Paul H & Ozanne, Julie L, 1985. "Influence on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 11(4), pages 939-953, March.
    5. Jan Johanson & Jan-Erik Vahlne, 1977. "The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 8(1), pages 23-32, March.
    6. Desirée Blankenburg Holm & Kent Eriksson & Jan Johanson, 1996. "Business Networks and Cooperation in International Business Relationships," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(4), pages 1033-1053, December.
    7. Warren J Bilkey & George Tesar, 1977. "The Export Behavior of Smaller-Sized Wisconsin Manufacturing Firms," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 8(1), pages 93-98, March.
    8. Jean L Johnson & John B Cullen & Tomoaki Sakano & Hideyuki Takenouchi, 1996. "Setting the Stage for Trust and Strategic Integration in Japanese-U.S. Cooperative Alliances," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(4), pages 981-1004, December.
    9. Desirée Blankenburg Holm & Kent Eriksson & Jan Johanson, 1996. "Business Networks and Cooperation in International Business Relationships," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(5), pages 1033-1053, December.
    10. Leonidou, Leonidas C. & Katsikeas, Constantine S. & Samiee, Saeed, 2002. "Marketing strategy determinants of export performance: a meta-analysis," Journal of Business Research, Elsevier, vol. 55(1), pages 51-67, January.
    11. Harich, Katrin R. & LaBahn, Douglas W., 1998. "Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity," Journal of Business Research, Elsevier, vol. 42(1), pages 87-101, May.
    12. Jakki Mohr & Robert Spekman, 1994. "Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques," Strategic Management Journal, Wiley Blackwell, vol. 15(2), pages 135-152, February.
    13. Jeffrey G. Covin & Dennis P. Slevin, 1991. "A Conceptual Model of Entrepreneurship as Firm Behavior," Entrepreneurship Theory and Practice, , vol. 16(1), pages 7-26, October.
    14. Chris Styles & Paul G Patterson & Farid Ahmed, 2008. "A relational model of export performance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 39(5), pages 880-900, July.
    15. Danny Miller, 1983. "The Correlates of Entrepreneurship in Three Types of Firms," Management Science, INFORMS, vol. 29(7), pages 770-791, July.
    16. Geyskens, I. & Steenkamp, J.E.B.M. & Scheer, L.K. & Kumar, N., 1996. "The effects of trust and interdependence on relationship commitment : A trans-Atlantic study," Other publications TiSEM ef7c8d6c-963d-4ee7-8576-9, Tilburg University, School of Economics and Management.
    17. Sylvie Chetty & Kent Eriksson & Jessica Lindbergh, 2006. "The effect of specificity of experience on a firm's perceived importance of institutional knowledge in an ongoing business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 37(5), pages 699-712, September.
    18. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
    19. B. B. Schlegelmilch & J. N. Crook, 1988. "Firm‐level determinants of export intensity," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 9(4), pages 291-300, December.
    20. Tenenhaus, Michel & Vinzi, Vincenzo Esposito & Chatelin, Yves-Marie & Lauro, Carlo, 2005. "PLS path modeling," Computational Statistics & Data Analysis, Elsevier, vol. 48(1), pages 159-205, January.
    21. Kaynak, Erdener & Kuan, Wellington Kang-yen, 1993. "Environment, strategy, structure, and performance in the context of export activity: An empirical study of Taiwanese manufacturing firms," Journal of Business Research, Elsevier, vol. 27(1), pages 33-49, May.
    22. Piercy, Nigel F & Kaleka, Anna & Katsikeas, Constantine S, 1998. "Sources of competitive advantage in high performing exporting companies," Journal of World Business, Elsevier, vol. 33(4), pages 378-393, January.
    23. Jean L Johnson & John B Cullen & Tomoaki Sakano & Hideyuki Takenouchi, 1996. "Setting the Stage for Trust and Strategic Integration in Japanese-U.S. Cooperative Alliances," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(5), pages 981-1004, December.
    24. Balabanis, George I. & Katsikea, Eva. S., 2003. "Being an entrepreneurial exporter: does it pay?," International Business Review, Elsevier, vol. 12(2), pages 233-252, April.
    25. Jeffrey G. Covin & Dennis P. Slevin, 1989. "Strategic management of small firms in hostile and benign environments," Strategic Management Journal, Wiley Blackwell, vol. 10(1), pages 75-87, January.
    26. Jon M Shapiro & Julie L Ozanne & Bige Saatcioglu, 2008. "An interpretive examination of the development of cultural sensitivity in international business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 39(1), pages 71-87, January.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Tsui-Yii Shih & Rumintha Wickramasekera & Dan Li, 2023. "Export development of Taiwanese food and beverage processing SMEs: A test of a DOI model," Asia Pacific Journal of Management, Springer, vol. 40(4), pages 1393-1428, December.
    2. Alteren, Gro & Tudoran, Ana Alina, 2016. "Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication," International Business Review, Elsevier, vol. 25(1), pages 370-381.
    3. Nyamrunda, Frank Charles & Freeman, Susan, 2021. "Strategic agility, dynamic relational capability and trust among SMEs in transitional economies," Journal of World Business, Elsevier, vol. 56(3).
    4. Panteha Khodakarami & Zukarnain Zakaria & Rossilah Jamil & Tan Seng Teck & Hayder Dhahir Mohammed & Mehran Najmaei, 2022. "The Effect of Business Technology Strategy on Inward Export Performance in the Malaysian Higher Education Industry," Sustainability, MDPI, vol. 14(15), pages 1-15, July.
    5. Pittino, Daniel & Barroso Martínez, Ascensión & Chirico, Francesco & Sanguino Galván, Ramón, 2018. "Psychological ownership, knowledge sharing and entrepreneurial orientation in family firms: The moderating role of governance heterogeneity," Journal of Business Research, Elsevier, vol. 84(C), pages 312-326.
    6. Charles H. Schwepker, 2019. "Strengthening Customer Value Development and Ethical Intent in the Salesforce: The Influence of Ethical Values Person–Organization Fit and Trust in Manager," Journal of Business Ethics, Springer, vol. 159(3), pages 913-925, October.
    7. Maria Segovia-Villarreal & Raquel Florez-Lopez & Juan Manuel Ramon-Jeronimo, 2019. "Berry Supply Chain Management: An Empirical Approach," Sustainability, MDPI, vol. 11(10), pages 1-36, May.
    8. Sinkovics, Rudolf R. & Kurt, Yusuf & Sinkovics, Noemi, 2018. "The effect of matching on perceived export barriers and performance in an era of globalization discontents: Empirical evidence from UK SMEs," International Business Review, Elsevier, vol. 27(5), pages 1065-1079.
    9. Vidal Vieira, José Geraldo & Fransoo, Jan C., 2015. "How logistics performance of freight operators is affected by urban freight distribution issues," Transport Policy, Elsevier, vol. 44(C), pages 37-47.
    10. 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.
    11. Nyu, Valeria & Nilssen, Frode & Kandemir, Destan, 2022. "Small exporting firms’ choice of exchange mode in international marketing channels for perishable products: A contingency approach," International Business Review, Elsevier, vol. 31(1).
    12. Velez, Maria L. & Sanchez, Jose M. & Florez, Raquel & Alvarez-Dardet, Concha, 2015. "How control system information characteristics affect exporter–intermediary relationship quality," International Business Review, Elsevier, vol. 24(5), pages 812-824.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Dimitratos, Pavlos & Lioukas, Spyros & Carter, Sara, 2004. "The relationship between entrepreneurship and international performance: the importance of domestic environment," International Business Review, Elsevier, vol. 13(1), pages 19-41, February.
    2. Alteren, Gro & Tudoran, Ana Alina, 2016. "Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication," International Business Review, Elsevier, vol. 25(1), pages 370-381.
    3. Leonidou, Leonidas C. & Palihawadana, Dayananda & Chari, Simos & Leonidou, Constantinos N., 2011. "Drivers and outcomes of importer adaptation in international buyer-seller relationships," Journal of World Business, Elsevier, vol. 46(4), pages 527-543, October.
    4. Johanson, Martin & Martín Martín, Oscar, 2015. "The incremental expansion of Born Internationals: A comparison of new and old Born Internationals," International Business Review, Elsevier, vol. 24(3), pages 476-496.
    5. Balabanis, George I. & Katsikea, Eva. S., 2003. "Being an entrepreneurial exporter: does it pay?," International Business Review, Elsevier, vol. 12(2), pages 233-252, April.
    6. Ariño, Africa & Torre, Jose de la & Doz, Yves & Ring, Peter S. & Lorenzoni, Gianni, 1999. "Process issues in alliance management: A panel discussion," IESE Research Papers D/403, IESE Business School.
    7. Unai Arzubiaga & Txomin Iturralde & Amaia Maseda & Josip Kotlar, 2018. "Entrepreneurial orientation and firm performance in family SMEs: the moderating effects of family, women, and strategic involvement in the board of directors," International Entrepreneurship and Management Journal, Springer, vol. 14(1), pages 217-244, March.
    8. Farhad Uddin Ahmed & Louis Brennan, 2019. "Performance determinants of early internationalizing firms: The role of international entrepreneurial orientation," Journal of International Entrepreneurship, Springer, vol. 17(3), pages 389-424, September.
    9. Mojtaba Hosseini & Hossein Dadfar & Staffan Brege, 2018. "Firm-level entrepreneurship and international performance: A simultaneous examination of orientation and action," Journal of International Entrepreneurship, Springer, vol. 16(3), pages 338-368, September.
    10. Xian Liu & Wenyu Wang & Yiyi Su, 2022. "Leveraging Complementary Resources through Relational Capital to Improve Alliance Performance under an Uncertain Environment: A Moderated Mediation Analysis," Sustainability, MDPI, vol. 15(1), pages 1-16, December.
    11. Dirk Boehe & Luciano Barin Cruz, 2010. "Corporate Social Responsibility, Product Differentiation Strategy and Export Performance," Journal of Business Ethics, Springer, vol. 91(2), pages 325-346, February.
    12. Matanda, Margaret Jekanyika & Freeman, Susan, 2009. "Effect of perceived environmental uncertainty on exporter-importer inter-organisational relationships and export performance improvement," International Business Review, Elsevier, vol. 18(1), pages 89-107, February.
    13. Erik Lundmark & Anna Krzeminska & Dean A. Shepherd, 2019. "Images of Entrepreneurship: Exploring Root Metaphors and Expanding Upon Them," Entrepreneurship Theory and Practice, , vol. 43(1), pages 138-170, January.
    14. Kalinic, Igor & Brouthers, Keith D., 2022. "Entrepreneurial orientation, export channel selection, and export performance of SMEs," International Business Review, Elsevier, vol. 31(1).
    15. Miguel A. Hernandez, 2019. "Unveiling International New Ventures’ Success: Employee’s Entrepreneurial Behavior," Administrative Sciences, MDPI, vol. 9(3), pages 1-32, August.
    16. Zahra, Shaker A. & Covin, Jeffrey G., 1995. "Contextual influences on the corporate entrepreneurship-performance relationship: A longitudinal analysis," Journal of Business Venturing, Elsevier, vol. 10(1), pages 43-58, January.
    17. Dhruv Grewal & Gopalkrishnan R. Iyer & Rajshekhar (Raj) G. Javalgi & Lori Radulovich, 2011. "Franchise Partnership and International Expansion: A Conceptual Framework and Research Propositions," Entrepreneurship Theory and Practice, , vol. 35(3), pages 533-557, May.
    18. Lindstrand, Angelika & Hånell, Sara Melén, 2017. "International and market-specific social capital effects on international opportunity exploitation in the internationalization process," Journal of World Business, Elsevier, vol. 52(5), pages 653-663.
    19. Engelen, Andreas, 2010. "Entrepreneurial orientation as a function of national cultural variations in two countries," Journal of International Management, Elsevier, vol. 16(4), pages 354-368, December.
    20. Tânia Gonçalves & Mário Sérgio Teixeira & José G. Dias & Sofia Gouveia & Ricardo Jorge Correia, 2021. "Commitment to exporting as an antecedent of organizational skills and firm performance," Journal of Business Economics, Springer, vol. 91(7), pages 1063-1084, September.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:iburev:v:22:y:2013:i:2:p:363-380. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.