IES Management College And Research Centre

Differential Effects of Bilateral Norms on SMEs’ Export Relationships: A Dynamic Perspective (Record no. 48848)

MARC details
000 -LEADER
fixed length control field nam a22 4500
003 - CONTROL NUMBER IDENTIFIER
control field OSt
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20180112180846.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 180112b xxu||||| |||| 00| 0 eng d
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Claude Obadia,
9 (RLIN) 29092
245 ## - TITLE STATEMENT
Title Differential Effects of Bilateral Norms on SMEs’ Export Relationships: A Dynamic Perspective
300 ## - PHYSICAL DESCRIPTION
Extent 21-41. p.
520 ## - SUMMARY, ETC.
Summary, etc Prior research has established the pivotal role of bilateral norms in relationship marketing, identifying them as effective relational governance mechanisms that firms can use to manage their international alliances with overseas intermediaries. Unfortunately, few studies have examined differential effects of specific norms on positive and negative behaviors, let alone norms’ effectiveness in the harsh export context of resource-constrained small and medium-sized enterprises (SMEs). To address these gaps, the authors explicate the effects of three norms (continuity expectations, equity, and cooperation) on both dysfunctional and productive behaviors of foreign distributors. Using two consecutive data collections, the results indicate that norms curb importer opportunism and help improve importer role performance and that continuity expectations and cooperation increase the chances of the survival of export ventures. The study further scrutinizes relational norms’ effects on opportunism in the context of exporting SMEs’ realities and tests relevant moderating effects. The findings indicate that while exporter dependence reduces the shielding effect of norms against opportunism, psychic distance and competitive intensity strengthen the protecting effect of relational norms. The results of this study underscore the heterogeneous nature of relational norms and suggest that norms such as continuity expectations play a leading role in structuring the ideology of a business dyad.
653 ## - INDEX TERM--UNCONTROLLED
Uncontrolled term Exporter–importer relationships
Uncontrolled term Opportunism,
Uncontrolled term Relational Norms
Uncontrolled term Small and medium-sized enterprises
700 ## - ADDED ENTRY--PERSONAL NAME
Personal name Vida, Irena
9 (RLIN) 29093
Personal name Barber, José Pla-
9 (RLIN) 29094
773 0# - HOST ITEM ENTRY
Host Biblionumber 29539
Host Itemnumber 68663
Main entry heading GRIFFITH, DAVID A.
Place, publisher, and date of publication AMERICAN MARKETING ASSOCIATION
Other item identifier 5557804
Title JOURNAL OF INTERNATIONAL MARKETING
International Standard Serial Number 1069-031X
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Koha item type Journal Article
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Home library Current library Date acquired Total Checkouts Full call number Barcode Date last seen Price effective from
    Dewey Decimal Classification     Main Library Main Library 12/01/2018   Vol 25, No 3/ 5557804JA2 5557804JA2 12/01/2018 12/01/2018

Circulation Timings: Monday to Saturday: 8:30 AM to 9:30 PM | Sundays/Bank Holiday during Examination Period: 10:00 AM to 6:00 PM