Developing international strategic alliances between exporters and importers

The case of Australian exporters

Research output: Contribution to journalArticle

52 Citations (Scopus)

Abstract

The objective of this paper is to develop and test a model of the determinants of exporters' intention to form strategic alliances with their foreign exchange partners. Specifically, exporters' economic ethnocentrism, cultural distance and decision making uncertainty are hypothesized as factors affecting opportunism, which in turn affects relational exchange. Relational exchange, exporting performance and the duration of the business relationship are also hypothesized as factors affecting exporters' intentions to form international strategic alliances. Survey results of Australian firms exporting to Korea generally support the proposed model. The managerial implications are discussed.

Original languageEnglish
Pages (from-to)335-348
Number of pages14
JournalInternational Journal of Research in Marketing
Volume15
Issue number4
DOIs
Publication statusPublished - 1998 Jan 1

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Exporters
Importer
International strategic alliances
Exporting
Relational exchange
Factors
Korea
Ethnocentrism
Uncertainty
Economics
Foreign exchange
Business relationships
Strategic alliances
Decision making
Cultural distance
Opportunism

All Science Journal Classification (ASJC) codes

  • Marketing

Cite this

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