Trust and affective commitment as energizing forces for export performance

Josée Bloemer, Mark Pluymaekers and Armand Odekerken

International Business Review, 2013, vol. 22, issue 2, 363-380

Abstract: This study explores the effects of trust, commitment, relation-oriented competencies and entrepreneurial competencies on export performance. Using survey data from 134 exporting organizations located in the south of the Netherlands, a conceptual model is tested in which trust and affective commitment act as energizing forces for the development of competencies that have a positive effect on export performance. The main difference between this approach and other models is that affective commitment is hypothesized to have an indirect effect on performance, rather than a direct effect. This prediction is borne out by the data, which indicates that the role of trust and affective commitment in relational models of export performance may need to be reconsidered.

Keywords: Affective commitment; Calculative commitment; Cultural sensitivity; Energizing force; Entrepreneurial posture; Export performance; Linguistic competence; Relational models; Relationship quality characteristics; Trust (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (13)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:iburev:v:22:y:2013:i:2:p:363-380

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DOI: 10.1016/j.ibusrev.2012.05.002

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