A comparative study of consumer and B2B goods importers' trust and commitment: Evidence from an Asian developing country

Abu SALEH, M. Yunus Ali, Ali QUAZI

Research output: Contribution to journalArticle

4 Citations (Scopus)

Abstract

This paper develops and empirically tests a theoretical model integrating the predictors and consequences of relationship trust and commitment behaviour concerning consumer and B2B goods importers in an Asian developing market setting. A sample of 93 B2B and 139 consumer goods importers is used to test the model employing structural equation modelling. The results provide clear evidence that transaction-specific investment, environmental volatility and communication have varying impacts on trust and commitment and thus affecting international buyers' relationships and their international exchange operations. The findings broaden and deepen our understanding of how consumer and B2B goods international exchange partners' varying relationship outcomes can help reinforce their international relationships with foreign suppliers. These findings have strategic implications for maintaining effective relationships between B2B and consumer goods importers which are highlighted in this paper
Original languageEnglish
Pages (from-to)126-136
Number of pages11
JournalAustralasian Marketing Journal
Volume21
Issue number2
DOIs
Publication statusPublished - 2013

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Importer
Developing countries
Comparative study
Asia
Buyers
Predictors
Suppliers
Specific investments
Communication
Consumer behaviour
B2B relationships
Structural equation modeling

Cite this

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title = "A comparative study of consumer and B2B goods importers' trust and commitment: Evidence from an Asian developing country",
abstract = "This paper develops and empirically tests a theoretical model integrating the predictors and consequences of relationship trust and commitment behaviour concerning consumer and B2B goods importers in an Asian developing market setting. A sample of 93 B2B and 139 consumer goods importers is used to test the model employing structural equation modelling. The results provide clear evidence that transaction-specific investment, environmental volatility and communication have varying impacts on trust and commitment and thus affecting international buyers' relationships and their international exchange operations. The findings broaden and deepen our understanding of how consumer and B2B goods international exchange partners' varying relationship outcomes can help reinforce their international relationships with foreign suppliers. These findings have strategic implications for maintaining effective relationships between B2B and consumer goods importers which are highlighted in this paper",
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AU - SALEH, Abu

AU - Ali, M. Yunus

AU - QUAZI, Ali

PY - 2013

Y1 - 2013

N2 - This paper develops and empirically tests a theoretical model integrating the predictors and consequences of relationship trust and commitment behaviour concerning consumer and B2B goods importers in an Asian developing market setting. A sample of 93 B2B and 139 consumer goods importers is used to test the model employing structural equation modelling. The results provide clear evidence that transaction-specific investment, environmental volatility and communication have varying impacts on trust and commitment and thus affecting international buyers' relationships and their international exchange operations. The findings broaden and deepen our understanding of how consumer and B2B goods international exchange partners' varying relationship outcomes can help reinforce their international relationships with foreign suppliers. These findings have strategic implications for maintaining effective relationships between B2B and consumer goods importers which are highlighted in this paper

AB - This paper develops and empirically tests a theoretical model integrating the predictors and consequences of relationship trust and commitment behaviour concerning consumer and B2B goods importers in an Asian developing market setting. A sample of 93 B2B and 139 consumer goods importers is used to test the model employing structural equation modelling. The results provide clear evidence that transaction-specific investment, environmental volatility and communication have varying impacts on trust and commitment and thus affecting international buyers' relationships and their international exchange operations. The findings broaden and deepen our understanding of how consumer and B2B goods international exchange partners' varying relationship outcomes can help reinforce their international relationships with foreign suppliers. These findings have strategic implications for maintaining effective relationships between B2B and consumer goods importers which are highlighted in this paper

KW - B2B goods importers

KW - Consumer goods importers

KW - Developing market

KW - Relationship trust and commitment

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M3 - Article

VL - 21

SP - 126

EP - 136

JO - Australasian Marketing Journal

JF - Australasian Marketing Journal

SN - 1839-3349

IS - 2

ER -