Importers' Benevolence Toward Their Foreign Export Suppliers

Dongjin Lee, M. Joseph Sirgy, James R. Brown, Monroe Murphy Bird

Research output: Contribution to journalArticle

50 Citations (Scopus)

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 languageEnglish
Pages (from-to)32-48
Number of pages17
JournalJournal of the Academy of Marketing Science
Volume32
Issue number1
DOIs
Publication statusPublished - 2004 Dec 1

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Benevolence
Importer
Suppliers
Exporters
Testing

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Economics and Econometrics
  • Marketing

Cite this

Lee, Dongjin ; Joseph Sirgy, M. ; Brown, James R. ; Bird, Monroe Murphy. / Importers' Benevolence Toward Their Foreign Export Suppliers. In: Journal of the Academy of Marketing Science. 2004 ; Vol. 32, No. 1. pp. 32-48.
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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 journalArticle

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