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How do relational variables affect export performance? Evidence from Malaysian exporters

Abdel Hafiez Ali Hasaballah (Qassim University, Buraidah, Saudi Arabia)
Omer Faruk Genc (Williamson College of Business Administration, Youngstown State University, Youngstown, Ohio, USA)
Osman Bin Mohamad (Multi Media University, Cyberjaya, Malaysia)
Zafar U. Ahmed (College of Business Studies, Al-Ghurair University, Dubai, United Arab Emirates)

Asia Pacific Journal of Marketing and Logistics

ISSN: 1355-5855

Article publication date: 7 January 2019

Issue publication date: 8 February 2019

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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

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