Small firm internationalisation and the objective characteristics of managers: An importer's relationship marketing perspective

Kauter, Dominic, Tan, Alvin, & Wickramasekera, Rumintha (2015) Small firm internationalisation and the objective characteristics of managers: An importer's relationship marketing perspective. In Academy of International Business Australia and New Zealand Chapter (AIB - ANZ) Annual Symposium, 20-21 November 2015, Queensland University of Technology, Brisbane, Qld. (Unpublished)


As a result of competitive pressures, firms are transitioning to international sourcing and initiating complex relationships with suppliers. Despite a lack of inward internationalisation research, there is progressive support for the importance of importing. Heavier focus has been placed on downstream efforts in past years, despite the fact that many factors affecting exporting also influence importing. For small and medium sized enterprises (SME), the psychic distance construct is especially important for internationalisation behaviour but there is little evidence on how perceptual psychic distance, that is the individual’s experiences, influences the buyer-seller relationship.

This study draws on internationalisation process theory and commitment-trust theory, in an effort to describe the relationship between objective characteristics (i.e. language, cultural background, education and international experience) and relationship marketing (trust and commitment). The study utilises a holistic, multiple case study design to gain a deeper understanding of the inherent complexities of the relationships in dyads and how objective characteristics, which reduce psychic distance, can facilitate trust and commitment development between importers and exporters.

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ID Code: 93146
Item Type: Conference Paper
Refereed: Yes
Keywords: Internationalisation, Psychic distance, Importing
Subjects: Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > BUSINESS AND MANAGEMENT (150300) > International Business (150308)
Divisions: Current > QUT Faculties and Divisions > QUT Business School
Current > Schools > School of Advertising, Marketing & Public Relations
Copyright Owner: Copyright 2015 The Author(s)
Deposited On: 23 Feb 2016 01:34
Last Modified: 24 Feb 2016 02:55

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