Drivers of Superior Importer Performance in Cross-Cultural Supplier–Reseller Relationships

Abstract

In response to certain important gaps in existing knowledge of buyer–seller interactions in international markets, this study explores the factors and conditions that facilitate the development of successful importer relationships with overseas supply sources. Focusing on importing distributor firms trading with overseas manufacturers of industrial products, this research effort investigates the profile characteristics of highly performing importers and how they differentiate from other importing firms with respect to fundamental dimensions underlying cross-cultural exchange relationships. The results indicate that high-performance importers' relationships with overseas suppliers are characterized by higher levels of interdependence, transaction-specific investments, relationalism, and trust, as contrasted with those established by less successful importers. The implications of the findings for business practitioners are discussed, and suggestions for future research are offered along with the limitations of the study.