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Factors Influencing the Relationship Quality and Export Performance of Exporters and Foreign Intermediaries

Basah, Norliza Hamir and Ng, Siew Imm and Ho, Jo Ann and Raja Yusof, Raja Nerina (2017) Factors Influencing the Relationship Quality and Export Performance of Exporters and Foreign Intermediaries. Journal of Advance Research in Business Marketing and Supply Chain Management, 1 (1). pp. 20-30. ISSN 2600-8327

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The purpose of this study is to investigate the antecedents that influence the relationship between Malaysian SME exporters and foreign intermediaries which could potentially lead to exporters’ performance. Previous studies have reported inconsistent findings for these critical factors (cultural similarity and relationship quality). Hence, this study examined the mechanism by which cultural similarity can led to export performance by focusing on three antecedents and one mediating factor (trust). This study applied the Internationalisation Process (IP) theory and the Relational Exchange Theory (RET) as the underpinnings theories. A quantitative method was implemented in this current study whereby primary data was derived from 203 SME manufacturing exporting firms in Malaysia. Structural Equation Modelling using SmartPLS technique was used for the data analysis. The results indicated that all the antecedents proposed in this study have a positively significant influence relationship. The findings also showed the relevance of the integrating theories to explain the export performance of Malaysian SMEs which use foreign intermediaries.

Item Type: Article
Uncontrolled Keywords: SME, export performance, intermediary, relationship quality
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions: School of Business Management
Depositing User: Mrs. Norazmilah Yaakub
Date Deposited: 12 Dec 2018 06:27
Last Modified: 12 Dec 2018 06:27
URI: http://repo.uum.edu.my/id/eprint/25303

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