Skip to main content
Kent Academic Repository

Exporter-Importer Relationship Quality: The Inhibiting Role of Uncertainty, Distance and Conflict

Barnes, Bradley R., Leonidou, Leonidas C., Talias, Michael A. (2006) Exporter-Importer Relationship Quality: The Inhibiting Role of Uncertainty, Distance and Conflict. Industrial Marketing Management, 35 (5). pp. 576-588. ISSN 0019-8501. (doi:10.1016/j.indmarman.2005.06.012) (The full text of this publication is not currently available from this repository. You may be able to access a copy if URLs are provided) (KAR id:9250)

The full text of this publication is not currently available from this repository. You may be able to access a copy if URLs are provided.
Official URL:
http://dx.doi.org/10.1016/j.indmarman.2005.06.012

Abstract

The article examines the impact of uncertainty, distance, and conflict on key elements comprising the quality of the relationship between U.S. industrial exporters and their overseas customers. Information received from 151 manufacturers revealed that these three parameters play a significant negative role in building sound relationship quality, in terms of adaptation, commitment, communication, cooperation, satisfaction, trust, and understanding - which, in turn, may inhibit the firm's progression along the internationalization path. Specifically, an inverse association was found between uncertainty, distance, and conflict, on one hand, and commitment, cooperation, and satisfaction, on the other. In addition, in relationships characterized by high uncertainty, adaptation, communication, trust, and understanding were low. In high distance relationships, communication was insufficient, and in high conflict situations, trust and understanding were low. Several managerial implications are extracted from the study, as well as directions for future research. (c) 2006 Elsevier Inc. All rights reserved.

Item Type: Article
DOI/Identification number: 10.1016/j.indmarman.2005.06.012
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions: Divisions > Kent Business School - Division > Kent Business School (do not use)
Depositing User: B.R. Barnes
Date Deposited: 16 Sep 2008 21:25 UTC
Last Modified: 16 Nov 2021 09:47 UTC
Resource URI: https://kar.kent.ac.uk/id/eprint/9250 (The current URI for this page, for reference purposes)

University of Kent Author Information

Barnes, Bradley R..

Creator's ORCID:
CReDIT Contributor Roles:
  • Depositors only (login required):

Total unique views for this document in KAR since July 2020. For more details click on the image.