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The impact of national culture and communication on exporter-distributor relations and on export performance

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  • Nes, Erik B.
  • Solberg, Carl Arthur
  • Silkoset, Ragnhild

Abstract

Interorganizational relations have been a major focus of marketing scholars in the past 2-3 decades. In this study, we explore the impact of national cultural differences, a factor that is unique to international relations, on behavior variables in exporter-foreign middleman relations. Furthermore, we argue that communication has an extended role in international channel relationships, and that it influences relationship variables in a different manner than in domestic relationships. The study supports that national cultural distance and communication have significant impact on trust and commitment, that communication may influence variables differently than in domestic relations, and that the degree of commitment toward the foreign distributor or agent is directly related to the financial performance in that market.

Suggested Citation

  • Nes, Erik B. & Solberg, Carl Arthur & Silkoset, Ragnhild, 2007. "The impact of national culture and communication on exporter-distributor relations and on export performance," International Business Review, Elsevier, vol. 16(4), pages 405-424, August.
  • Handle: RePEc:eee:iburev:v:16:y:2007:i:4:p:405-424
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    References listed on IDEAS

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    Cited by:

    1. Williams, Christopher & van Triest, Sander, 2009. "The impact of corporate and national cultures on decentralization in multinational corporations," International Business Review, Elsevier, vol. 18(2), pages 156-167, April.
    2. Nuno Rosa Reis & Manuel Portugal Ferreira & João Carvalho Santos, 2013. "A bibliometric study of the cultural models in International Business research," Working Papers 104, globADVANTAGE, Polytechnic Institute of Leiria.
    3. 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.
    4. repec:eee:iburev:v:27:y:2018:i:1:p:246-258 is not listed on IDEAS
    5. Abosag, Ibrahim & Lee, Joong-Woo, 2013. "The formation of trust and commitment in business relationships in the Middle East: Understanding Et-Moone relationships," International Business Review, Elsevier, vol. 22(3), pages 602-614.
    6. Gabrielsson, Mika & Gabrielsson, Peter, 2011. "Internet-based sales channel strategies of born global firms," International Business Review, Elsevier, vol. 20(1), pages 88-99, February.
    7. Mäkelä, Kristiina & Björkman, Ingmar & Ehrnrooth, Mats, 2010. "How do MNCs establish their talent pools? Influences on individuals' likelihood of being labeled as talent," Journal of World Business, Elsevier, vol. 45(2), pages 134-142, April.
    8. Jonsson, Sara & Lindbergh, Jessica, 2010. "The impact of institutional impediments and information and knowledge exchange on SMEs' investments in international business relationships," International Business Review, Elsevier, vol. 19(6), pages 548-561, December.
    9. Leonidou, Constantinos N. & Leonidou, Leonidas C. & Coudounaris, Dafnis N. & Hultman, Magnus, 2013. "Value differences as determinants of importers’ perceptions of exporters’ unethical behavior: The impact on relationship quality and performance," International Business Review, Elsevier, vol. 22(1), pages 156-173.
    10. repec:eee:worbus:v:53:y:2018:i:3:p:373-391 is not listed on IDEAS
    11. repec:spr:manint:v:53:y:2013:i:3:d:10.1007_s11575-012-0149-9 is not listed on IDEAS
    12. Costa e Silva, Susana & Bradley, Frank & Sousa, Carlos M.P., 2012. "Empirical test of the trust–performance link in an international alliances context," International Business Review, Elsevier, vol. 21(2), pages 293-306.
    13. Nes, Erik Bertin & Yelkur, Rama & Silkoset, Ragnhild, 2014. "Consumer affinity for foreign countries: Construct development, buying behavior consequences and animosity contrasts," International Business Review, Elsevier, vol. 23(4), pages 774-784.
    14. 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.
    15. 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.
    16. Saleh, M. Abu & Ali, M. Yunus & Mavondo, Felix T., 2014. "Drivers of importer trust and commitment: Evidence from a developing country," Journal of Business Research, Elsevier, vol. 67(12), pages 2523-2530.
    17. White, George O. & Hadjimarcou, John & Fainshmidt, Stav & Posthuma, Richard A., 2013. "MNE home country cultural norms and conflict strategy fit in transnational business contract disputes," International Business Review, Elsevier, vol. 22(3), pages 554-567.
    18. Richard Glavee-Geo & Per Engelseth, 2016. "Safeguarding export and import transactions through relationships and networking," International Journal of Export Marketing, Inderscience Enterprises Ltd, vol. 1(1), pages 48-76.

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