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 |
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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 |
All Science Journal Classification (ASJC) codes
- Business, Management and Accounting(all)
- Strategy and Management
- Management of Technology and Innovation