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The Impact of Relational Variables on Export Performance: An Empirical Investigation in Australia and the UK
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Chris Styles and Tim Ambler
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Abstract
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The impact of relational variables on export
performance is tested across two countries - the UK
and Australia. The key drivers are shown to be two
kinds of commitment: to the market (country), and
to the relationship with the distributor, both of
which begin with experiential data gathering, or
social learning. The constructs are operationalised
and tested with data from the early stages of export
ventures by small- and medium-sized enterprises (SMEs).
The results support the importance of social
learning and relational variables to export performance.
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Download this article.
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Keywords
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EXPORT PERFORMANCE; RELATIONSHIP MARKETING;
INTERNATIONAL MARKETING.
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Contact Details
Chris Styles
School of Marketing
The University of New South Wales
UNSW Sydney NSW 2052
E-mail: c.styles@unsw.edu.au
Tim Ambler
London Business School
Regent's Park
London NW1 4SA
United Kingdon
E-mail: tambler@london.edu
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The authors gratefully acknowledge the Australian Trade
Commission (Austrade) and the UK Department of Trade
and Industry for their assistance with this research.
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