The Impact of Relational Variables on Export Performance: An Empirical Investigation in Australia and the UK

Chris Styles and Tim Ambler
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Chris Styles: School of Marketing, University of New South Waies. UNSW Sydney. NSW 2052.
Tim Ambler: London Business School, Regent's Park, London NW1 4SA. UK.

Australian Journal of Management, 2000, vol. 25, issue 3, 261-281

Abstract: The impact of relational variables on export performance is tested across two countries—the UK and Australia. The key drivers are shown to he two kinds of commitment: to the market (country), and to the relationship with the distributor, both of which begin with experiential data gathering, or social learning. The constructs are operationalised and tested with data from the early stages of export ventures by small and medium sized enterprises (SMEs). The results support the importance of social learning and relational variables to export performance.

Keywords: EXPORT PERFORMANCE; RELATIONSHIP MARKETING; INTERNATIONAL MARKETING (search for similar items in EconPapers)
Date: 2000
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Persistent link: https://EconPapers.repec.org/RePEc:sae:ausman:v:25:y:2000:i:3:p:261-281

DOI: 10.1177/031289620002500302

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