Antecedents of Importer Relationship Performance in Latin America

Constanza Bianchi, Abu Saleh

Research output: Contribution to journalArticle

16 Citations (Scopus)

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.
Original languageEnglish
Pages (from-to)258-265
Number of pages8
JournalJournal of Business Research
Volume64
Issue number3
DOIs
Publication statusPublished - 2011

Fingerprint

Importer
Latin America
Emerging markets
Marketing activities
Suppliers
Exporters
Firm performance
Import
Driving force
Developed countries
Confirmatory factor analysis
Importing
Conceptual model
Structural equation modeling

Cite this

@article{cf3e996ae75d48558494b5785689d298,
title = "Antecedents of Importer Relationship Performance in Latin America",
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.",
keywords = "Relationship Marketing",
author = "Constanza Bianchi and Abu Saleh",
year = "2011",
doi = "10.1016/j.jbusres.2009.11.010",
language = "English",
volume = "64",
pages = "258--265",
journal = "Journal of Business Research",
issn = "0148-2963",
publisher = "Elsevier Inc.",
number = "3",

}

Antecedents of Importer Relationship Performance in Latin America. / Bianchi, Constanza; Saleh, Abu.

In: Journal of Business Research, Vol. 64, No. 3, 2011, p. 258-265.

Research output: Contribution to journalArticle

TY - JOUR

T1 - Antecedents of Importer Relationship Performance in Latin America

AU - Bianchi, Constanza

AU - Saleh, Abu

PY - 2011

Y1 - 2011

N2 - 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.

AB - 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.

KW - Relationship Marketing

U2 - 10.1016/j.jbusres.2009.11.010

DO - 10.1016/j.jbusres.2009.11.010

M3 - Article

VL - 64

SP - 258

EP - 265

JO - Journal of Business Research

JF - Journal of Business Research

SN - 0148-2963

IS - 3

ER -