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The Impact of Relational Variables on Export Performance: An Empirical Investigation in Australia and the UK

Author

Listed:
  • Chris Styles

    (School of Marketing, University of New South Waies. UNSW Sydney. NSW 2052.)

  • Tim Ambler

    (London Business School, Regent's Park, London NW1 4SA. UK.)

Abstract

The impact of relational variables on export performance is tested across two countries—the UK and Australia. The key drivers are shown to he two kinds of commitment: to the market (country), and to the relationship with the distributor, both of which begin with experiential data gathering, or social learning. The constructs are operationalised and tested with data from the early stages of export ventures by small and medium sized enterprises (SMEs). The results support the importance of social learning and relational variables to export performance.

Suggested Citation

  • Chris Styles & Tim Ambler, 2000. "The Impact of Relational Variables on Export Performance: An Empirical Investigation in Australia and the UK," Australian Journal of Management, Australian School of Business, vol. 25(3), pages 261-281, December.
    • Handle: RePEc:sae:ausman:v:25:y:2000:i:3:p:261-281
    DOI: 10.1177/031289620002500302
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    References listed on IDEAS

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    1. Warren J Bilkey, 1978. "An Attempted Integration of the Literature on the Export Behavior of Firms," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 9(1), pages 33-46, March.
    2. Tamer Cavusgil, S. & (Manek) Kirpalani, V. H., 1993. "Introducing products into export markets: Success factors," Journal of Business Research, Elsevier, vol. 27(1), pages 1-15, May.
    3. Carl H Christensen & Angela da Rocha & Rosane Kerbel Gertner, 1987. "An Empirical Investigation of Factors Influencing Exporting Success of Brazilian Firms," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 18(3), pages 61-77, September.
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    Cited by:

    1. 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.
    2. Navarro-García, Antonio & Sánchez-Franco, Manuel J. & Rey-Moreno, Manuel, 2016. "Relational governance mechanisms in export activities: Their determinants and consequences," Journal of Business Research, Elsevier, vol. 69(11), pages 4750-4756.
    3. Galina Shirokova & Patricia McDougall-Covin, 2012. "The role of social networks and institutions in the internationalization of Russian entrepreneurial firms: Do they matter?," Journal of International Entrepreneurship, Springer, vol. 10(3), pages 177-199, September.
    4. Boehe, Dirk Michael & Jiménez, Alfredo, 2016. "How does the geographic export diversification–performance relationship vary at different levels of export intensity?," International Business Review, Elsevier, vol. 25(6), pages 1262-1272.
    5. Navarro-García, Antonio, 2016. "Drivers of export entrepreneurship," International Business Review, Elsevier, vol. 25(1), pages 244-254.
    6. Escandón Barbosa, Diana Marcela & Hurtado Ayala, Andrea, 2017. "El compromiso exportador en Colombia: un análisis de redes neuronales || Export Commitment in Colombia: An Analysis of Neural Networks," Revista de Métodos Cuantitativos para la Economía y la Empresa = Journal of Quantitative Methods for Economics and Business Administration, Universidad Pablo de Olavide, Department of Quantitative Methods for Economics and Business Administration, vol. 24(1), pages 362-388, Diciembre.
    7. Navarro-García, Antonio & Rey-Moreno, Manuel & Barrera-Barrera, Ramón, 2017. "Compromisso, recursos, empreendimento exportador e resultados empresariais," RAE - Revista de Administração de Empresas, FGV-EAESP Escola de Administração de Empresas de São Paulo (Brazil), vol. 57(2), April.
    8. Navarro-García, Antonio & Schmidt, Arturo Calvo-Mora & Rey-Moreno, Manuel, 2015. "Antecedents and consequences of export entrepreneurship," Journal of Business Research, Elsevier, vol. 68(7), pages 1532-1538.
    9. Mariya Yesseleva, 2012. "Small- And Medium-Sized Enterprises: Data Sources In Australia," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 6(2), pages 83-92.
    10. Theingi, & Purchase, Sharon, 2011. "How exporters’ and intermediaries’ resources influence export performance," Australasian marketing journal, Elsevier, vol. 19(2), pages 100-107.
    11. Silva, Graça Miranda & Styles, Chris & Lages, Luis Filipe, 2017. "Breakthrough innovation in international business: The impact of tech-innovation and market-innovation on performance," International Business Review, Elsevier, vol. 26(2), pages 391-404.

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