Abstract
| Original language | English |
|---|---|
| Pages (from-to) | 45-62 |
| Number of pages | 18 |
| Journal | Journal of Business Industrial Marketing |
| Volume | 29 |
| Issue number | 1 |
| DOIs | |
| Publication status | Published - 2014 |
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Explaining industrial importers' commitment from an emerging market perspective: theoretical and managerial insights. / SALEH, Abu; Yunus Ali, M.; Andaleeb, Syed.
In: Journal of Business Industrial Marketing, Vol. 29, No. 1, 2014, p. 45-62.Research output: Contribution to journal › Article
TY - JOUR
T1 - Explaining industrial importers' commitment from an emerging market perspective: theoretical and managerial insights
AU - SALEH, Abu
AU - Yunus Ali, M.
AU - Andaleeb, Syed
PY - 2014
Y1 - 2014
N2 - This study seeks to provide insights concerning the predictors of industrial importers' commitment to their foreign suppliers in a relationship paradigm involving an emerging market. The findings significantly support the theoretical framework and most of the hypothesized path relationships in the model. Predictors such as importers' knowledge significantly and positively influenced commitment through the intermediation of trust, supplier opportunism had a significant and negative effect on importer commitment, again through the intermediation of trust, and transaction-specific investment had a direct effect on industrial importers' commitment. Supplier's opportunistic inclinations did not have a significant direct effect on the commitment of the importers.
AB - This study seeks to provide insights concerning the predictors of industrial importers' commitment to their foreign suppliers in a relationship paradigm involving an emerging market. The findings significantly support the theoretical framework and most of the hypothesized path relationships in the model. Predictors such as importers' knowledge significantly and positively influenced commitment through the intermediation of trust, supplier opportunism had a significant and negative effect on importer commitment, again through the intermediation of trust, and transaction-specific investment had a direct effect on industrial importers' commitment. Supplier's opportunistic inclinations did not have a significant direct effect on the commitment of the importers.
KW - Commitment
KW - Trust
KW - Business-to-business marketing
KW - Cross-cultural management
KW - Buyer-seller relationships.
U2 - 10.1108/JBIM-09-2011-0116
DO - 10.1108/JBIM-09-2011-0116
M3 - Article
VL - 29
SP - 45
EP - 62
JO - Journal of Business Industrial Marketing
JF - Journal of Business Industrial Marketing
SN - 0885-8624
IS - 1
ER -