دانلود رایگان مقاله لاتین افزایش عملکرد صادرات از سایت الزویر
عنوان فارسی مقاله:
افزایش عملکرد صادرات: بسترسازی در مشتری مداری، تعهد رفتاری و ارتباطی
عنوان انگلیسی مقاله:
Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication
سال انتشار : 2015
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مقدمه انگلیسی مقاله:
1. Introduction
Achieving high levels of performance in an exporting context is a major challenge because of physical distance and cultural differences between independent business partners, and different competitive situations (Bello, Chelariu, & Zhang, 2003; Leonidou, Samiee, Aykol, & Talias, 2014; Racela, Chaikittisilpa, & Thoumrungroje, 2007; Zhang, Cavusgil, & Roath, 2003). Research focusing on relational elements such as mechanisms in the management of activities between independent business partners belongs to the relational paradigm, also referred to as the behavioral perspective (Styles, Patterson, & Ahmed, 2008). The relational paradigm has its foundation in the relational contracting theory developed by Macneil (1978). According to this view, doing business is not only concerned with discrete economic transactions based on price as an incentive and system of information, but also involves longterm relational exchange. Maintaining long-term business relationships is considered more efficient than being constantly searching for new partners (e.g. Granovetter, 1985). Researchers associated with the Industrial Marketing and Purchasing Group developed the interaction approach, which also emphasizes the importance of developing and maintaining a close and long-term relationship in a buyer-seller context (e.g. Ha˚ kansson, 1982; Leonidas, Katsikeas, & Hadjimarcou, 2002; Styles & Ambler, 1994). This study, which focuses on ongoing business relationships in an exporting context, is rooted in the theoretical perspectives claiming that long-term business relationships benefit the independent partners involved in the business relationship. Commitmentis considered to be one ofthe key constructs in the relational paradigm (e.g. Dwyer, Schurr, & Oh, 1987; Leonidou et al., 2014; Morgan & Hunt, 1994). The partners involved in a business relationship characterized by a high level of commitment are dedicated to a close and lasting relationship with each other (Kim & Frazer, 1997b), and they are willing to put effort into the relationship to ensure that it lasts indefinitely (Dwyer et al., 1987; Morgan & Hunt, 1994). Most of the studies focusing on the individual components have investigated the attitudinal aspects of commitment – in terms of being affective, calculative, normative, and instrumental – while the behavioral aspect of commitment has received limited attention (e.g. Bloemer, Pluymaekers, & Odekerken, 2013; Brown, Lusch, & Nicholson, 1995; De Ruyter, Moorman, & Lemmink, 2001; Geyskens, Steenkamp, Scheer, & Kumar, 1996; Kim, Hibbard, & Swain, 2011; Styles et al., 2008). However, the studies carried out by Kim and Frazier (1997a,b) are exceptions. Among other things, they investigated the role of industrialdistributors’ behavioral commitment in a national market. Recent studies conducted in an exporter-importer context investigate the role of calculative and affective commitment (Bloemer et al., 2013; Styles et al., 2008). No research has so far investigated the consequences of behavioral commitment, nor its role in an exporting context
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کلمات کلیدی:
Munin: Enhancing export performance: Betting on customer ... munin.uit.no/handle/10037/8801 - Translate this page by G Alteren - 2015 - Cited by 8 - Related articles Jul 29, 2015 - This study examines the extent to which behavioral commitment and communication mediate the effect of customer orientation on export ... [PDF]Enhancing Export Performance of Commonwealth States - ITC legacy.intracen.org/.../ITC_Brief-Enhancing_Export_Performance_of_Commonwealt... export performance facts that show how the Commonwealth has emerged from the period of economic turmoil. In addition, data on trade agreements and tariffs ... [PDF]Enhancing Export Performance through Developing Export Champion ... innovativejournal.in/jbme/index.php/jbme/article/download/142/pdf_43 Enhancing Export Performance through Developing Export Champion Products: A. Lesson for Tanzania. Bwemelo, Gordian. College of Business Education ... [PDF]EXPORT BARRIERS AND EXPORT PERFORMANCE: EMPIRICAL ... www.asecu.gr/Seeje/issue18/jalali.pdf by SH JALALI - Cited by 14 - Related articles Enhancing export performance is crucial for firms based in developing countries that view the global marketplace as a means to ensure growth, survival or ... Enhancing export performance: Betting on customer ... - PURE pure.au.dk/.../enhancing-export-performance-betting-on-customer-orientation-behavi... Original language, English. Journal, International Business Review. Volume, 25. Issue number, 1, Part B. Pages (from-to), 370–381. ISSN, 0969-5931. DOIs. Enhancing export performance: Betting on customer orientation ... www.forskningsdatabasen.dk/en/catalog/2279939582 by G Alteren - 2016 - Cited by 8 - Related articles Authors: Alteren, Gro; Tudoran, Ana Alina; Affiliations: 1 Department of Economics and Business Economics, Aarhus BSS, Aarhus University ...
