Antecedents of Importer Relationship Performance in Latin America

Constanza Bianchi, Abu Saleh

Research output: Contribution to journalArticlepeer-review

23 Citations (Scopus)


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
Issue number3
Publication statusPublished - 2011
Externally publishedYes


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