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| Author: | Skarmeas, D. Katsikeas, C.S. Schlegelmilch, B.B. |
| Title: | Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: the importer's perspective |
| Journal: | Journal of International Business Studies
2002 : VOL. 33:4, p. 757-783 |
| Index terms: | Commitment Cross-cultural studies Interorganizational relations Organizational performance |
| Language: | eng |
| Abstract: | Much of the recent literature on interorganizational relations provides evidence that relationship commitment can produce significant benefits for firms. Somewhat surprisingly, limited attention has been devoted to the role that commitment plays in international buyer-seller associations. Merging findings from the international business and transaction cost economics literature, the authors propose and test a model that explains how commitment develops and its impact on performance in cross-cultural interorganizational relations. A sample of 216 overseas distributor-manufacturer relationships provides the empirical setting for this research. |
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