Explaining industrial importers' commitment from an emerging market perspective: theoretical and managerial insights

Abu SALEH, M. Yunus Ali, Syed Andaleeb

Research output: Contribution to journalArticle

10 Citations (Scopus)


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.
Original languageEnglish
Pages (from-to)45-62
Number of pages18
JournalJournal of Business Industrial Marketing
Issue number1
Publication statusPublished - 2014


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