Exploring relational norms in exporter-importer product innovation co-development: A qualitative study

Oksana Kantaruk Pierre (), Raluca Mogos Descotes and José Pla-Barber
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Oksana Kantaruk Pierre: ICN Business School, CEREFIGE - Centre Européen de Recherche en Economie Financière et Gestion des Entreprises - UL - Université de Lorraine
Raluca Mogos Descotes: LEM - Lille économie management - UMR 9221 - UA - Université d'Artois - UCL - Université catholique de Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique
José Pla-Barber: Facultad de Economia, University of Valencia

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Abstract: This research investigates the role of relational norms in facilitating importers' engagement in product innovation co-development with exporters. Through a qualitative approach, we conducted interviews with top managers of small and medium-sized enterprises (SMEs) involved in exporting activities in France. Guided by the theoretical framework of Relational Exchange Theory (Macneil, 1980; Dwyer et al., 1987), our study uncovers the significant potential for successful product innovation co-development when importers actively contribute as knowledge sources and co-developers. Additionally, we highlight the importance of cooperation, continuity expectations, and equity norms as external factors that shape the co-development process of new products between exporters and importers. By comprehending and embracing these relational norms, exporters can strengthen their collaborative endeavors with importers and effectively drive the co-development of innovative products

Keywords: collaborative innovation; exporting SMEs; relational norms; exporter-importer relationship; exporter-importer new product co-development (search for similar items in EconPapers)
Date: 2024-02
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Published in International Business Review, 2024, 33 (1), pp.102197. ⟨10.1016/j.ibusrev.2023.102197⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-04285373

DOI: 10.1016/j.ibusrev.2023.102197

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