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International buyer behaviour–commitment relationship: An investigation of the empirical link in importing

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  • Abu Saleh, Md.
  • Yunus Ali, M.
  • Julian, Craig C.

Abstract

Drawing on the resource-based view (RBV) of the firm this article examines relationships between knowledge, trust, communication, volatility and sustainable competitive advantage as the exogenous and endogenous variables with importer commitment as the dependent variable. The primary data was gathered from a survey of 224 commercial and industrial firms, headquartered in Bangladesh, coming from a wide cross section of industries. Statistical analysis was carried out using Structural Equation Modelling via AMOS. The study's key findings revealed that all exogenous/endogenous variables had a significant impact on importer commitment. That is, knowledge, trust, communication, volatility and sustainable competitive advantage had a significant direct impact on importer commitment. Additionally, cultural similarity, communication, volatility and supplier opportunism all had a significant indirect impact on importer commitment. This finding makes a significant contribution to the relational side of the RBV.

Suggested Citation

  • Abu Saleh, Md. & Yunus Ali, M. & Julian, Craig C., 2014. "International buyer behaviour–commitment relationship: An investigation of the empirical link in importing," International Business Review, Elsevier, vol. 23(2), pages 329-342.
    • Handle: RePEc:eee:iburev:v:23:y:2014:i:2:p:329-342
    DOI: 10.1016/j.ibusrev.2013.06.009
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    Cited by:

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    2. Leonidou, Leonidas C. & Aykol, Bilge & Fotiadis, Thomas A. & Christodoulides, Paul, 2018. "Betrayal intention in exporter-importer working relationships: Drivers, outcomes, and moderating effects," International Business Review, Elsevier, vol. 27(1), pages 246-258.
    3. Leonidou, Leonidas C. & Aykol, Bilge & Fotiadis, Thomas A. & Christodoulides, Paul & Zeriti, Athina, 2017. "Betrayal in international buyer-seller relationships: Its drivers and performance implications," Journal of World Business, Elsevier, vol. 52(1), pages 28-44.
    4. Lei Wang & Jun Li, 2017. "The antecedents and innovation outcomes of firms’ absorptive capacity in global buyer–supplier relationships," The Journal of Technology Transfer, Springer, vol. 42(6), pages 1407-1430, December.
    5. Obadia, Claude & Stöttinger, Barbara, 2015. "Pricing to manage export channel relationships," International Business Review, Elsevier, vol. 24(2), pages 311-318.
    6. Musarra, Giuseppe & Kadile, Vita & Zaefarian, Ghasem & Oghazi, Pejvak & Najafi-Tavani, Zhaleh, 2022. "Emotions, culture intelligence, and mutual trust in technology business relationships," Technological Forecasting and Social Change, Elsevier, vol. 181(C).
    7. Bianchi, Constanza & Abu Saleh, Md., 2020. "Investigating SME importer–foreign supplier relationship trust and commitment," Journal of Business Research, Elsevier, vol. 119(C), pages 572-584.
    8. Anisur Faroque & Olli Kuivalainen & Jashim Uddin Ahmed & Mahabubur Rahman & Hiran Roy & M. Yunus Ali & Md Imtiaz Mostafiz, 2021. "Performance implications of export assistance: the mediating role of export entrepreneurship," Post-Print hal-03545902, HAL.
    9. García-Alcaraz Jl & Diaz-Reza R. & Hernández-Arellano Jl & Cortes-Robles G., 2014. "The Application of Structural Equation Models in Industry: Tendencies," International Journal of Management Sciences, Research Academy of Social Sciences, vol. 4(10), pages 429-444.

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