Developing a model of reciprocity in the importer-exporter relationship: The relative efficacy of economic versus social factors

Dongjin Lee, Insik Jeong, Hyoung Tark Lee, Hye Jin Sung

Research output: Contribution to journalArticle

34 Citations (Scopus)


This study develops and tests empirically a model of reciprocity in the importer-exporter relationship from an importer's perspective. A conceptual model with two distinct paths to reciprocity is proposed with a set of economic and social factors that influence an importer's reciprocity in its relationship with foreign exporters. The model is tested with a sample of 200 importers who have purchased industrial products from foreign exporters. The results indicate that reciprocity in the importer-exporter relationship is more heavily influenced by economic factors than by social factors. Theoretical and managerial implications of this study are discussed.

Original languageEnglish
Pages (from-to)9-22
Number of pages14
JournalIndustrial Marketing Management
Issue number1
Publication statusPublished - 2008 Jan 1


All Science Journal Classification (ASJC) codes

  • Marketing

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