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

Published online by Cambridge University Press:  02 February 2015

M Abu Saleh  and
M Yunus Ali
M Abu Saleh
Affiliation:
Postdoctoral Research Fellow, School of Advertising, Marketing and Public Relations, Queensland University of Technology, Brisbane QLD, Australia
M Yunus Ali
Affiliation:
School of Business, Monash University – Malaysia Campus, Kelana Jaya, Selangor, Malaysia
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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.

Keywords

determinants of commitmentimporter commitmentimporter behaviourinternationalisation process
Type
Research Article
Information
Journal of Management & Organization , Volume 15 , Issue 2 , May 2009 , pp. 186 - 205
Copyright
Copyright © Cambridge University Press and Australian and New Zealand Academy of Management 2009

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