Abstract
Small and medium-sized Australian firms account for a significant and growing share of the country's exports. One key success factor for small and medium-sized exporting firms is to develop mutually trusting, long-term relationships with their foreign exchange partners. This study suggests that small and medium-sized exporters can develop relational exchanges with foreign importers by reducing cultural distance from the importing country and by investing in transaction-specific assets. This study also shows that establishing a relational exchange significantly improves exporting performance.
| Original language | English |
|---|---|
| Pages (from-to) | 12-23 |
| Number of pages | 12 |
| Journal | Journal of Small Business Management |
| Volume | 36 |
| Issue number | 4 |
| Publication status | Published - 1998 Oct 1 |
All Science Journal Classification (ASJC) codes
- Business, Management and Accounting(all)
- Strategy and Management
- Management of Technology and Innovation
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Lee, D., & Jang, J. I. (1998). The role of relational exchange between exporters and importers evidence from small and medium-sized Australian exporters. Journal of Small Business Management, 36(4), 12-23.