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Export performance has an important role for firm survival, profitability and growth.
Given these benefits and the challenges that firms may face when exporting, scholars have
dedicated considerable efforts to understand the factors that enable export success. The current
study investigates the role of experiential foreign market knowledge and exporter-importer (EI)
relationship quality for export performance. A conceptual model involving the relationship
between the role of experiential foreign market knowledge, E-I relationship quality and export
performance satisfaction is developed and empirically tested using data from 264 Thai
exporting small and medium-sized enterprises (SMEs). Findings suggest SME managers’
knowledge of foreign customers, culture and political environment have a positive influence on
E-I relationship quality and satisfaction with export performance. Drawing upon the relational
exchange theory, goodwill trust was found to be the most significant aspect that builds longterm
E-I relationship quality. Secondly, the findings show that calculative approach (e.g.
commitment based on cost and benefits) is a mainstream type of commitment between exporters
and importers. However, a personalised tie between the exchange partners has a positive
influence on commitment, resulting in the affective commitment to E-I relationship. Thirdly, in
a collaborative business partnership, decision-makers emphasise information exchange and
coordinating actions for taking strategic decisions, which are informed by the feedback received
in their collaboration. In addition, the study finds that political instability negatively moderates
the link of competence trust and information exchange on export performance satisfaction.
Business and Organization Research (International Conference)
BOR
Dr.Akarawat Jatuphatwarodom