Developing Successful Trust-Based International Exchange Relationships

Trust is a central construct in relationship marketing. Yet the literature provides mixed empirical evidence on the trust-performance linkage. Also, there is limited research on how to build trusting international buyer-seller relations. We develop a comprehensive model integrating performance-enhan...

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Bibliographic Details
Published in:Journal of international business studies 2009-01, Vol.40 (1), p.132-155
Main Authors: Katsikeas, Constantine S., Skarmeas, Dionysis, Bello, Daniel C.
Format: Article
Language:English
Subjects:
Business and Management
Business metrics
Business networks
Business Strategy/Leadership
Business structures
Business studies
Costs
Economic uncertainty
Exporters
Hypotheses
Importers
Interindustry economics
International Business
International market
International trade
Management
Marketing
Multinational enterprises
Opportunistic behavior
Organization
Psychic distance
Social networks
Studies
Suppliers
Transaction costs
Trust
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Summary:Trust is a central construct in relationship marketing. Yet the literature provides mixed empirical evidence on the trust-performance linkage. Also, there is limited research on how to build trusting international buyer-seller relations. We develop a comprehensive model integrating performance-enhancing mechanisms and antecedent processes of trust in import-export relationships. Our survey results from importers trading with overseas manufacturers suggest that existing levels of trust have a positive effect on relationship performance outcomes achieved 1 year later. Importantly, trust takes on greater importance in enhancing performance under conditions of high interdependence, whereas in circumstances of low interdependence trust has no discernible effect. The findings also indicate that interfirm psychic distance, internal uncertainty, and exporter transaction-specific assets and opportunism are related to importer trust. Implications for academics and practitioners are addressed.
ISSN:0047-2506
1478-6990
DOI:10.1057/palgrave.jibs.8400401