Importer relationship performance in Latin America: the role of trust and commitment

Bianchi, Constanza C. & Saleh, Abu (2009) Importer relationship performance in Latin America: the role of trust and commitment. In 2009 Strategic Management in Latin America Conference, January 5-7, 2009, Sao Paulo, Brazil.


Firms from emerging markets are increasingly developing relationships with foreign suppliers, although international relationships are difficult to manage due to differences between countries. Relationship marketing research has focused mainly on the export marketing activities of firms and much less attention has been given to the import side of the exchange process. Furthermore, most research has been conducted in developed countries; therefore, more research is needed in emerging markets for a wider generalization of relationship marketing theory. Thus, the objective of this study is to empirically examine the antecedents of importer relationship performance in a Latin American context. A conceptual model that includes the antecedents and outcomes of trust and commitment was developed and tested. The data was collected from a survey of Chilean importers. Confirmatory factor analysis (CFA) was conducted to develop the construct measures and structural equation modeling (SEM) was used to test the model. The findings of this study contribute to a better understanding of the driving forces of trust and commitment and their influence on importing firms' performance in a Latin American developing country perspective

Impact and interest:

Search Google Scholar™

Citation counts are sourced monthly from Scopus and Web of Science® citation databases.

These databases contain citations from different subsets of available publications and different time periods and thus the citation count from each is usually different. Some works are not in either database and no count is displayed. Scopus includes citations from articles published in 1996 onwards, and Web of Science® generally from 1980 onwards.

Citations counts from the Google Scholar™ indexing service can be viewed at the linked Google Scholar™ search.

Full-text downloads:

958 since deposited on 11 Feb 2009
6 in the past twelve months

Full-text downloads displays the total number of times this work’s files (e.g., a PDF) have been downloaded from QUT ePrints as well as the number of downloads in the previous 365 days. The count includes downloads for all files if a work has more than one.

ID Code: 17711
Item Type: Conference Paper
Refereed: Yes
Keywords: Relationship Marketing, Importer, Trust, Commitment, Latin America
Divisions: Current > QUT Faculties and Divisions > QUT Business School
Copyright Owner: Copyright 2009 (please consult author)
Deposited On: 11 Feb 2009 23:39
Last Modified: 23 Jun 2017 14:40

Export: EndNote | Dublin Core | BibTeX

Repository Staff Only: item control page