Title: Importer commitment drivers and their impact on performance: a resource-based perspective

Authors: Md. Abu Saleh; M. Yunus Ali; Craig C. Julian

Addresses: School of Management, Faculty of Business, Government and Law, University of Canberra, Bruce, ACT 2601, Australia ' School of Business, Monash University Malaysia, P.O. Box 8975, 46780 Kelana Jaya, Selangor, Malaysia ' Southern Cross Business School, Faculty of Business and Law, Southern Cross University, Locked Bag 4, Coolangatta, QLD 4225, Australia

Abstract: Small and Medium-Sized Enterprises (SMEs) play a dominant role in emerging economies. However, most studies on buyer-seller relationship behaviour have focussed on the larger firms from developed countries with little attention being given to SMEs' import behaviour, especially those from emerging economies. To fill this gap in the literature, this paper presents findings of an empirical study conducted in an Asian emerging economy on the commitment relationships of SME importers with their foreign suppliers. Primary data were collected through a mail survey of 168 SMEs. The findings indicate that communication, knowledge and a sustainable competitive advantage are significant predictors of importer commitment; whilst cultural similarity has an impact on communication and knowledge with commitment having a direct impact on performance.

Keywords: cultural similarity; culture; communication; sustainable competitive advantage; knowledge; firm performance; importer commitment; resource-based view; RBV; imports; importing; small and medium-sized enterprises; SMEs; buyer-seller relationship; emerging economies; foreign suppliers.

DOI: 10.1504/IJTGM.2013.053002

International Journal of Trade and Global Markets, 2013 Vol.6 No.2, pp.123 - 140

Available online: 30 Mar 2013 *

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