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Antecedents of importer relationship performance in Latin America

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  • Bianchi, Constanza C.
  • Saleh, Md. Abu

Abstract

Emerging market importers are increasingly engaging in relationships with foreign suppliers. Nevertheless, characteristics of the institutional and cultural environments of countries may affect relationship behavior. Furthermore, research on relationship marketing primarily focuses on the marketing activities of exporters from developed countries and much less attention is paid to the import side of the exchange process. Thus, the objective of this study is to empirically examine importer relationship performance in a Latin American context. This article proposes and tests a conceptual model that includes the antecedents and outcomes of trust and commitment with a survey of Chilean importers. The model uses confirmatory factor analysis (CFA) to develop the construct measures and structural equation modeling (SEM) to test the model. The findings of this study contribute to a better understanding of the driving forces of trust and commitment and their influence on importing firms' performance in an emerging market context.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:jbrese:v:64:y:2011:i:3:p:258-265
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    3. Pei Wang & William Gonzalo Vega Salas, 2020. "Shareholder internationality and importing activities of emerging market firms," Frontiers of Business Research in China, Springer, vol. 14(1), pages 1-20, December.
    4. 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.
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    6. Brenes, Esteban R. & Metzger, Michael & Requena, Bernardo, 2011. "Strategic management in Latin America: Issues and assessment," Journal of Business Research, Elsevier, vol. 64(3), pages 231-235, March.

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