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Determinants of importer commitment in international exchange: An agenda for future research

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  • Saleh, M Abu
  • Ali, M Yunus

Abstract

Commitment has received great attention in the inter-organisational relationship literature but there is widespread debate and contention on what constitutes its key determinants, specifically in an import supplier context. Furthermore, inconsistencies in empirical findings of the buyer–seller relationship studies limit the theoretical development and use of internationalization theories in management practice. Yet this area warrants attention as it may assist in enabling the integration of the spectrum of importer commitment in the importer–exporter relationship. Essentially, this paper integrates and synthesises over eighty conceptual and empirical studies on commitment in the buyer–seller relationship from different contexts including grounding on internationalisation process theory, resource based theory of the firm and transaction costs economics. Conceptual arguments are assessed and empirical findings are evaluated across studies with the aim of developing a framework. With the support of three basic theories and extant literature, ten antecedents of importer commitment are identified. The causal direct and some indirect relationships are specified. Seventeen propositions are offered to guide future research efforts in this important field.

Suggested Citation

  • Saleh, M Abu & Ali, M Yunus, 2009. "Determinants of importer commitment in international exchange: An agenda for future research," Journal of Management & Organization, Cambridge University Press, vol. 15(2), pages 186-205, May.
  • Handle: RePEc:cup:jomorg:v:15:y:2009:i:02:p:186-205_00
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    Cited by:

    1. Bianchi, Constanza & Abu Saleh, Md., 2020. "Investigating SME importer–foreign supplier relationship trust and commitment," Journal of Business Research, Elsevier, vol. 119(C), pages 572-584.
    2. Saleh, M. Abu & Ali, M. Yunus & Mavondo, Felix T., 2014. "Drivers of importer trust and commitment: Evidence from a developing country," Journal of Business Research, Elsevier, vol. 67(12), pages 2523-2530.
    3. Saleh, M. Abu & Ali, M. Yunus & Quazi, Ali, 2013. "A comparative study of consumer and B2B goods importers’ trust and commitment: Evidence from an Asian developing country," Australasian marketing journal, Elsevier, vol. 21(2), pages 126-136.
    4. Bianchi, Constanza C. & Saleh, Md. Abu, 2011. "Antecedents of importer relationship performance in Latin America," Journal of Business Research, Elsevier, vol. 64(3), pages 258-265, March.

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