Abstract
In this article, the authors report the development and testing of a model of importers' benevolence toward their foreign export suppliers. The model posits that an importer's satisfaction with and commitment to its relationship with a foreign export supplier will have a positive impact on the importer's benevolence toward that supplier, that an importer's benevolence positively influences relationship performance, and that the benevolence-performance link is moderated by relationship duration. The authors tested the model with a sample of U.S. importers who buy from foreign exporters. The results indicate that the importers' commitment to the relationship significantly influenced its benevolence; however, importers' satisfaction with the relationship did not significantly affect their benevolence. Importers' altruistic benevolence had a positive impact on performance in mature relationships but not in new relationships. Importers' mutualistic benevolence had a significant influence on performance regardless of relationship duration.
| Original language | English |
|---|---|
| Pages (from-to) | 32-48 |
| Number of pages | 17 |
| Journal | Journal of the Academy of Marketing Science |
| Volume | 32 |
| Issue number | 1 |
| DOIs | |
| Publication status | Published - 2004 Dec 1 |
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All Science Journal Classification (ASJC) codes
- Business and International Management
- Economics and Econometrics
- Marketing
Cite this
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Importers' Benevolence Toward Their Foreign Export Suppliers. / Lee, Dongjin; Joseph Sirgy, M.; Brown, James R.; Bird, Monroe Murphy.
In: Journal of the Academy of Marketing Science, Vol. 32, No. 1, 01.12.2004, p. 32-48.Research output: Contribution to journal › Article
TY - JOUR
T1 - Importers' Benevolence Toward Their Foreign Export Suppliers
AU - Lee, Dongjin
AU - Joseph Sirgy, M.
AU - Brown, James R.
AU - Bird, Monroe Murphy
PY - 2004/12/1
Y1 - 2004/12/1
N2 - In this article, the authors report the development and testing of a model of importers' benevolence toward their foreign export suppliers. The model posits that an importer's satisfaction with and commitment to its relationship with a foreign export supplier will have a positive impact on the importer's benevolence toward that supplier, that an importer's benevolence positively influences relationship performance, and that the benevolence-performance link is moderated by relationship duration. The authors tested the model with a sample of U.S. importers who buy from foreign exporters. The results indicate that the importers' commitment to the relationship significantly influenced its benevolence; however, importers' satisfaction with the relationship did not significantly affect their benevolence. Importers' altruistic benevolence had a positive impact on performance in mature relationships but not in new relationships. Importers' mutualistic benevolence had a significant influence on performance regardless of relationship duration.
AB - In this article, the authors report the development and testing of a model of importers' benevolence toward their foreign export suppliers. The model posits that an importer's satisfaction with and commitment to its relationship with a foreign export supplier will have a positive impact on the importer's benevolence toward that supplier, that an importer's benevolence positively influences relationship performance, and that the benevolence-performance link is moderated by relationship duration. The authors tested the model with a sample of U.S. importers who buy from foreign exporters. The results indicate that the importers' commitment to the relationship significantly influenced its benevolence; however, importers' satisfaction with the relationship did not significantly affect their benevolence. Importers' altruistic benevolence had a positive impact on performance in mature relationships but not in new relationships. Importers' mutualistic benevolence had a significant influence on performance regardless of relationship duration.
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UR - http://www.scopus.com/inward/citedby.url?scp=0347693467&partnerID=8YFLogxK
U2 - 10.1177/0092070303254382
DO - 10.1177/0092070303254382
M3 - Article
VL - 32
SP - 32
EP - 48
JO - Journal of the Academy of Marketing Science
JF - Journal of the Academy of Marketing Science
SN - 0092-0703
IS - 1
ER -