Exporter–importer relationship quality: The inhibiting role of uncertainty, distance, and conflict

The article examines the impact of uncertainty, distance, and conflict on key elements comprising the quality of the relationship between U.S. industrial exporters and their overseas customers. Information received from 151 manufacturers revealed that these three parameters play a significant negati...

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Bibliographic Details
Published in:Industrial marketing management 2006-07, Vol.35 (5), p.576-588
Main Authors: Leonidou, Leonidas C., Barnes, Bradley R., Talias, Michael A.
Format: Article
Language:English
Subjects:
Business relationship
Business relationships
Communication
Conflict
Cooperation
Exporters
Exporting
Exports
Importers
Imports
Industrial marketing
Industrial markets
Industry
International marketing
International markets
Internationalization
Management
Marketing
Studies
U.S.A
Uncertainty
Vendor supplier relations
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Summary:The article examines the impact of uncertainty, distance, and conflict on key elements comprising the quality of the relationship between U.S. industrial exporters and their overseas customers. Information received from 151 manufacturers revealed that these three parameters play a significant negative role in building sound relationship quality, in terms of adaptation, commitment, communication, cooperation, satisfaction, trust, and understanding — which, in turn, may inhibit the firm's progression along the internationalization path. Specifically, an inverse association was found between uncertainty, distance, and conflict, on one hand, and commitment, cooperation, and satisfaction, on the other. In addition, in relationships characterized by high uncertainty, adaptation, communication, trust, and understanding were low. In high distance relationships, communication was insufficient, and in high conflict situations, trust and understanding were low. Several managerial implications are extracted from the study, as well as directions for future research.
ISSN:0019-8501
1873-2062
DOI:10.1016/j.indmarman.2005.06.012