The role of relational exchange between exporters and importers evidence from small and medium-sized Australian exporters

Dongjin Lee, Jee In Jang

Research output: Contribution to journalArticle

24 Citations (Scopus)

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 languageEnglish
Pages (from-to)12-23
Number of pages12
JournalJournal of Small Business Management
Volume36
Issue number4
Publication statusPublished - 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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