To read this content please select one of the options below:

Modeling the Impact of Commitment–Trust on Cooperation and Performance: The Specific Case of Exporter and Intermediaries Relationships

Interdisciplinary Approaches to Product Design, Innovation, & Branding in International Marketing

ISBN: 978-1-78190-016-1, eISBN: 978-1-78190-017-8

Publication date: 21 August 2012

Abstract

The purpose of this chapter is to analyze the impact of commitment–trust on both exporter–Intermediary cooperation and performance. It presents the original perspective of looking at a relational approach to exporter–Intermediary relationships within a specific cultural context. This study offers a quantitative approach based on a sample of Portuguese exporters. Results did not indicate a direct impact of commitment on cooperation though this relation is strongly mediated by trust. Additionally, it was found that trust has a significant and positive impact on cooperation and that cooperation has a significant and positive impact on export performance.

Keywords

Citation

Carlos M.R. Pinho, J. (2012), "Modeling the Impact of Commitment–Trust on Cooperation and Performance: The Specific Case of Exporter and Intermediaries Relationships", Swan, K.S. and Zou, S. (Ed.) Interdisciplinary Approaches to Product Design, Innovation, & Branding in International Marketing (Advances in International Marketing, Vol. 23), Emerald Group Publishing Limited, Leeds, pp. 243-265. https://doi.org/10.1108/S1474-7979(2012)0000023016

Publisher

:

Emerald Group Publishing Limited

Copyright © 2012, Emerald Group Publishing Limited