Importer commitment drivers and their impact on performance: A resource-based perspective

Abu SALEH, M. Yunus Ali, Craig C. Julian

Research output: Contribution to journalArticlepeer-review


Small and Medium-Sized Enterprises (SMEs) play a dominant role in emerging economies. However, most studies on buyer-seller relationship behaviour have focussed on the larger firms from developed countries with little attention being given to SMEs' import behaviour, especially those from emerging economies. To fill this gap in the literature, this paper presents findings of an empirical study conducted in an Asian emerging economy on the commitment relationships of SME importers with their foreign suppliers. Primary data were collected through a mail survey of 168 SMEs. The findings indicate that communication, knowledge and a sustainable competitive advantage are significant predictors of importer commitment; whilst cultural similarity has an impact on communication and knowledge with commitment having a direct impact on performance
Original languageEnglish
Pages (from-to)123-140
Number of pages18
JournalInternational Journal of Trade and Global Markets
Issue number2
Publication statusPublished - 2013


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