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Importer perspectives on international exchange relationships

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  • Lye, Ashley
  • Hamilton, R. T.

Abstract

Analysis of the international marketing literature confirms a dominant focus on relationships between variables or constructs internal to the exporter and exporter-based measures of performance. This concentration on the exporter/seller has been at the expense of the importer/customer. The authors report on a new exploratory study that contrasts the importer and exporter perspectives on three key aspects of their international relationship: its stage of development, relationship strength, and how relationship performance is measured. The findings provide some new insights into the development of international exchange relationships and the differences in how importers and exporters perceive the same dyad relationship. The paper concludes by outlining the implications for exporters and an agenda for future research.

Suggested Citation

  • Lye, Ashley & Hamilton, R. T., 2001. "Importer perspectives on international exchange relationships," International Business Review, Elsevier, vol. 10(1), pages 109-128, February.
    • Handle: RePEc:eee:iburev:v:10:y:2001:i:1:p:109-128
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    References listed on IDEAS

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    1. Neng Liang & Arvind Parkhe, 1997. "Importer Behavior: the neglected Counterpart of International Exchange," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 28(3), pages 495-530, September.
    2. Philip J Rosson & I David Ford, 1982. "Manufacturer-Overseas Distributor Relations and export Performance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 13(2), pages 57-72, June.
    3. 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.
    4. Warren J Bilkey, 1978. "An Attempted Integration of the Literature on the Export Behavior of Firms," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 9(1), pages 33-46, March.
    5. Fournier, Susan, 1998. "Consumers and Their Brands: Developing Relationship Theory in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 24(4), pages 343-373, March.
    6. 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.
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    Cited by:

    1. Aykol, Bilge & Leonidou, Leonidas C., 2018. "Exporter-importer business relationships: Past empirical research and future directions," International Business Review, Elsevier, vol. 27(5), pages 1007-1021.
    2. Obadia, Claude & Stöttinger, Barbara, 2015. "Pricing to manage export channel relationships," International Business Review, Elsevier, vol. 24(2), pages 311-318.
    3. Francisco Puig & Miguel González-Loureiro & Pervez N. Ghauri, 2014. "Internationalisation for Survival: The Case of New Ventures," Management International Review, Springer, vol. 54(5), pages 653-673, October.
    4. Zahoor, Nadia & Khan, Zaheer & Shenkar, Oded, 2023. "International vertical alliances within the international business field: A systematic literature review and future research agenda," Journal of World Business, Elsevier, vol. 58(1).
    5. 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.
    6. 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.
    7. Bianchi, Constanza C. & Saleh, Md. Abu, 2011. "Antecedents of importer relationship performance in Latin America," Journal of Business Research, Elsevier, vol. 64(3), pages 258-265, March.
    8. Bilge Aykol & Dayananda Palihawadana & Leonidas C. Leonidou, 2013. "Research on the Import Activities of Firms 1960–2010," Management International Review, Springer, vol. 53(2), pages 215-250, April.
    9. Pla-Barber, José & Puig, Francisco, 2009. "Is the influence of the industrial district on international activities being eroded by globalization?: Evidence from a traditional manufacturing industry," International Business Review, Elsevier, vol. 18(5), pages 435-445, October.

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