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Trust and affective commitment as energizing forces for export performance

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  • 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
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    References listed on IDEAS

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    Cited by:

    1. 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.
    2. repec:eee:jbrese:v:84:y:2018:i:c:p:312-326 is not listed on IDEAS
    3. 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.
    4. 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.
    5. 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.

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