How do relational variables affect export performance? Evidence from Malaysian exporters
Asia Pacific Journal of Marketing and Logistics
ISSN: 1355-5855
Article publication date: 7 January 2019
Issue publication date: 8 February 2019
Abstract
Purpose
The purpose of this paper is to analyze the influences of relational variables on export performance and the interactions among relational variables in the emerging market context of Malaysia.
Design/methodology/approach
The study used a mail questionnaire sent to Malaysian companies that export to Arab-speaking countries and achieved a response rate of 27.92 percent, resulting in a sample of 106 exporters.
Findings
The results of the path analyses indicate a positive impact of relational variables (adaptation, cooperation and communication) on export performance. However, the authors found that the impact was mediated by trust and commitment, rather than being direct.
Research limitations/implications
The findings suggest that the impact of relational variables on export performance is complex and indirect. Mediators and moderators play important roles in this relationship.
Practical implications
Firms should invest in export relationships with the aim of building trust and commitment, which are the primary factors that affect export performance.
Originality/value
The authors have shed light on the way relational variables affect export performance. Moreover, this study contributes to a better understanding of small emerging markets, which are poorly represented in studies in this field.
Keywords
Citation
Hasaballah, A.H.A., Genc, O.F., Bin Mohamad, O. and Ahmed, Z.U. (2019), "How do relational variables affect export performance? Evidence from Malaysian exporters", Asia Pacific Journal of Marketing and Logistics, Vol. 31 No. 1, pp. 128-156. https://doi.org/10.1108/APJML-12-2017-0345
Publisher
:Emerald Publishing Limited
Copyright © 2019, Emerald Publishing Limited