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 |
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All Science Journal Classification (ASJC) codes
- Business, Management and Accounting(all)
- Strategy and Management
- Management of Technology and Innovation
Cite this
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The role of relational exchange between exporters and importers evidence from small and medium-sized Australian exporters. / Lee, Dongjin; Jang, Jee In.
In: Journal of Small Business Management, Vol. 36, No. 4, 01.10.1998, p. 12-23.Research output: Contribution to journal › Article
TY - JOUR
T1 - The role of relational exchange between exporters and importers evidence from small and medium-sized Australian exporters
AU - Lee, Dongjin
AU - Jang, Jee In
PY - 1998/10/1
Y1 - 1998/10/1
N2 - 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.
AB - 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.
UR - http://www.scopus.com/inward/record.url?scp=0032186518&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=0032186518&partnerID=8YFLogxK
M3 - Article
AN - SCOPUS:0032186518
VL - 36
SP - 12
EP - 23
JO - Journal of Small Business Management
JF - Journal of Small Business Management
SN - 0047-2778
IS - 4
ER -