The effect of cultural distance on the relational exchange between exporters and importers: The case of australian exporters

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Abstract

The objective of this paper is to develop and test a model on the role of cultural distance in developing relational exchanges between exporters and importers. Specifically, it has been hypothesized that cultural distance influences relational exchange, mediated by exporting performance and opportunism. It has also been hypothesized that relational exchange influences the duration of relationship. Survey results received from Australian exporting firms with regard to their relationships with Korean importers generally support the model. The managerial implications are discussed.

Original languageEnglish
Pages (from-to)7-22
Number of pages16
JournalJournal of Global Marketing
Volume11
Issue number4
DOIs
Publication statusPublished - 1998 Jan 1

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Marketing

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