Reciprocal Effects of Commitment on Exporter-Importer Relationships

摘要

Reciprocal effects of relationship commitment on exporter-importer relationships are tested with data from 125 pairs of Australian-Thai exporter-importer relationships. Relationship performance is modeled as a function of each party's commitment toward the other partner. This commitment is driven by a reciprocal cycle of each partner's perception of the other's commitment, relationship-specific investments, and dependence. The findings support the overall model, highlighting the importance of reciprocal nature of commitment and its impact on exporter-importer relationships.