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Cross-border relationships and performance: Revisiting a complex linkage

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  • Obadia, Claude
  • Vida, Irena

Abstract

Existing export performance models do not explicitly address the role of the importer in achieving economic success. This research explores importer role performance as a mediator between relationship quality and export performance, and uncovers the darker side of cross-border relationships by showing that relationship quality has concomitant opposite effects on export performance. The findings augment the relational paradigm to export performance by the demonstrating the vital importance of the importer role and by discriminating and explaining the positive and negative influences of interfirm relationship quality. The study uses structural equations modeling with data from two random samples of French and Slovene exporters to test hypotheses.

Suggested Citation

  • Obadia, Claude & Vida, Irena, 2011. "Cross-border relationships and performance: Revisiting a complex linkage," Journal of Business Research, Elsevier, vol. 64(5), pages 467-475, May.
    • Handle: RePEc:eee:jbrese:v:64:y:2011:i:5:p:467-475
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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. Lees, Nic J. & Nuthall, P.L. & Wilson, M.M.J., 2016. "The impact of relationship quality on supplier performance in New Zealand agri-food supply chains," 26th International Food and Agribusiness Management Association (IFAMA) World Forum, 2016, Aarhus, Denmark 273035, International Food and Agribusiness Management Association (IFAMA).
    3. Aykol, Bilge & Leonidou, Leonidas C., 2018. "Exporter-importer business relationships: Past empirical research and future directions," International Business Review, Elsevier, vol. 27(5), pages 1007-1021.
    4. Inna Kozlinska & Tõnis Mets & Kärt Rõigas, 2020. "Measuring Learning Outcomes of Entrepreneurship Education Using Structural Equation Modeling," Administrative Sciences, MDPI, vol. 10(3), pages 1-17, August.
    5. Maria Bramati & Alberto Gaggero & Edna Solomon, 2015. "International Trade and Domestic Competition: Evidence from Belgium," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 46(4), pages 383-399, June.
    6. Pornlapas Suwannarat, 2021. "The Performance of an Importer in Mediating the Influence of Export Incentives on the Performance of an Exporter," International Journal of Economics & Business Administration (IJEBA), International Journal of Economics & Business Administration (IJEBA), vol. 0(2), pages 293-309.
    7. Kantaruk Pierre, Oksana & Descotes, Raluca Mogos & Pla-Barber, José, 2024. "Exploring relational norms in exporter-importer product innovation co-development: A qualitative study," International Business Review, Elsevier, vol. 33(1).
    8. Chen Qian & Stefan Seuring & Ralf Wagner, 2021. "Reviewing interfirm relationship quality from a supply chain management perspective," Management Review Quarterly, Springer, vol. 71(3), pages 625-650, July.

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