207
Views
6
CrossRef citations to date
0
Altmetric
Articles

Using Signals to Initiate Importer-Exporter Relationships: Evidence from Vietnamese Importers

, &

REFERENCES

  • Anderson, E. and B. Weitz (1989). Determinants of continuity in conventional industrial channel dyads. Marketing Science 8(4): 310–324.
  • Bagozzi, R. P. (1984). A prospectus for theory construction in marketing. Journal of Marketing 48: 11–29.
  • Bianchi, C. C. and M. A. Saleh (2011). Antecedents of importer relationship performance in Latin America. Journal of Business Research 64(3): 258–265.
  • Boulding, W. and A. Kirmani (1993). A consumer-side experimental examination of signaling theory: Do consumers perceive warranties as signals of quality? Journal of Consumer Research 20(1):111–123.
  • Brucato, P. F. and D. M. Smith (1997). An analysis of the role of firm reputation in the market’s reaction to corporate dividends. Quarterly Review of Economics and Finance 37(3): 647–665.
  • Caves, R. E. and D. P. Greene (1996). Brand’s quality levels, prices, and advertising outlays: Empirical evidence on signals and information costs. International Journal of Industrial Organization 14(1): 29–52.
  • Clark, W. R., P. S. Ellen, and J. S. Boles (2010). An examination of trust dimensions across high and low dependence situations. Journal of Business-to-Business Marketing 17(3): 215–248.
  • Connelly, B. L., S. T. Certo, R. D. Ireland, and C. R. Reutzel (2011). Signaling theory: A review and assessment. Journal of Management 37(1): 39–67.
  • Conze, O., T. Bieger, C. Laesser, and T. Riklinc (2010). Relationship intention as a mediator between relational benefits and customer loyalty in the tour operator industry. Journal of Travel and Tourism Marketing 27(1): 51–62.
  • Cortina, J. M., G. Chen, and W. P. Dunlap (2001). Testing interaction effects in LISREL: Examination and illustration of available procedures. Organizational Research Methods 4(4): 324–360.
  • Cronbach, L. J. (1987). Statistical tests for moderator variables: Flaws in analyses recently proposed. Psychological Bulletin 102(3): 414–417.
  • Erdem, T. and J. Swait (1998). Brand equity as signaling phenomenon. Journal of Consumer Psychology 7(2): 131–157.
  • Erdem, T., J. Swait, and J. L. Louviere (2002). The impact of brand credibility on consumer price sensitivity. International Journal of Research in Marketing 19(1): 1–19.
  • Fischer, E. and R. Reuber (2007). The good, the bad, and the unfamiliar: The challenges of reputation formation facing new firms. Entrepreneurship Theory and Practice 31(1): 53–75.
  • Fornell, C. and D. F. Larcker (1981). Evaluating structural equation models with unobserved variables and measurement error. Journal of Marketing Research 28(1): 39–50.
  • Ganesan, S. (1994). Determinants of long-term orientation in buyer–seller relationships. Journal of Marketing 58(2): 1–19.
  • Gerbing, W. D. and J. C. Anderson (1988). An update paradigm for scale development incorporating unidimensionality and its assessments. Journal of Marketing Research 25(2): 186–192.
  • Han, Y. J., J. C. Nunes, and X. Drèze (2010). Signaling status with luxury goods: The role of brand prominence. Journal of Marketing 74(4): 15–30.
  • Heil, O. and T. Robertson (1991). Toward a theory of competitive market signaling: A research agenda. Strategic Management Journal 12(6): 403–418.
  • Herbig, P. A. and J. Milewicz (1995). The impact of marketing signals on strategic decision-making ability and profitability. Marketing Intelligence and Planning 13(7): 37–46.
  • Herbig, P. A. and J. Milewicz (1996). Market signaling: A review. Management Decision 34(1): 35–45.
  • Kim, W. G. and Y. Cha (2002). Antecedents and consequences of relationship quality in hotel industry. International Journal of Hospitality Management 21(4): 321–338.
  • Kirmani, A. and A. R. Rao (2000). No pain, no gain: A critical review of the literature on signaling unobservable product quality. Journal of Marketing 64(2): 66–79.
  • Ku, H.-H., C.-C. Huang, and C.-C. Kuo (2011). Signaling new product introduction delays: Determinants of clarity of delay-duration announcements. Industrial Marketing Management 40(5): 754–762.
  • Kumar, N., L. K. Scheer, and J.-B. E. M. Steenkamp (1995). The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research 32(3): 348–356.
  • Kumar, N., L. W. Stern, and J. C. Anderson (1993). Conducting organizational research using key informants. Academy of Management Journal 36(6): 1633–1651.
  • Kumar, V., T. R. Bohling, and R. N. Ladda (2003). Antecedents and consequences of relationship intention: Implications for transaction and relationship marketing. Industrial Marketing Management 32(8): 667–676.
  • Leischnig, A. and M. Enke (2011). Brand stability as a signaling phenomenon: An empirical investigation in industrial markets. Industrial Marketing Management 40(7): 1116–1122.
  • Leonidou, C. N., L. C. Leonidou, D. N. Coudounaris, and M. Hultman (2013). Value differences as determinants of importers’ perceptions of exporters’ unethical behavior: The impact on relationship quality and performance. International Business Review 22(1): 156–173.
  • Liang, N. and A. Parkhe (1997). Importer behavior: The neglected counterpart of international exchange. Journal of International Business Studies 28(3): 495–530.
  • Marshall, R. and N. WoonBong (2003). An experimental study of the role of brand strength in the relationship between the medium of communication and perceived credibility of the message. Journal of Interactive Marketing 17(3): 75–79.
  • Marshall, R. S. and D. M. Boush (2001). Dynamic decision-making: A cross-cultural comparison of U.S. and Peruvian export managers. Journal of International Business Studies 32(4): 873–890.
  • Mavlanovaa, T., R. Benbunan-Fich, and M. Koufaris (2012). Signaling theory and information asymmetry in online commerce. Information and Management 49(5): 240–247.
  • Milewicz, J. and P. Herbig (1994). Evaluating the brand extension decision using a model of reputation building. Journal of Product and Brand Management 3(1): 39–47.
  • Mishra, D. P., J. B. Heide, and S. G. Cort (1998). Information asymmetry and levels of agency relationships. Journal of Marketing Research 35(3): 277–295.
  • Mitra, D. and S. Fay (2010). Managing service expectations in online markets: A signaling theory of e-tailer pricing and empirical tests. Journal of Retailing 86(2): 184–199.
  • Muthen, B. and D. Kaplan (1985). A comparison of some methodologies for the factor analysis of non-normal Likert variables. British Journal of Mathematical and Statistical Psychology 38(2): 171–189.
  • Myatt, D. P. and C. Wallace (2012). Endogenous information acquisition in coordination games. Review of Economic Studies 79(1): 340–374.
  • Nguyen, T. D. (2009). Signal quality and service quality: A study of local and international MBA programs in Vietnam. Quality Assurance in Education 17(4): 364–376.
  • Nguyen, T. D., T. T. M. Nguyen, and N. J. Barrett (2006). Consumer choices based on signals: The case of mobile phone services in Vietnam. In Asia-Pacific Advances in Consumer Research, Vol. 7, ed. M. Craig-Lees and T. Davis, 395–399. Duluth, MN: Association for Consumer Research.
  • Nguyen, T. T. M and T. D. Nguyen (2010). Learning to build quality business relationships in export markets: Evidence from Vietnamese exporters. Asia Pacific Business Review 16(1–2): 203–220.
  • Nguyen, T. V., M. Weinstein, and A. D. Meyer (2005). Development of trust: A study of interfirm relationships in Vietnam. Asia Pacific Journal of Management 22(3): 211–235.
  • Noble, S. and J. Phillips (2004). Relationship hindrance: Why would consumers not want a relationship with a retailer? Journal of Retailing 80(4): 289–303.
  • Pillai, G. and A. Sharma (2003). Mature relationships: Why does relational orientation turn into transaction orientation? Industrial Marketing Management 32(8): 643–651.
  • Ping, R. A. (1995). A parsimonious estimating technique for interaction and quadratic latent variables. Journal of Marketing Research 32(3): 336–347.
  • Pornpitakpan, C. (2004). The persuasiveness of source credibility: A critical review of five decades’ evidence. Journal of Applied Social Psychology 34(2): 243–281.
  • Rao, A. R., L. Qu, and R. W. Ruekert (1999). Signaling unobservable product quality through a brand ally. Journal of Marketing Research 36(2): 258–268.
  • Ruiz-Molina, M.-E. and I. Gil-Saura (2012). Relationship and market conditions: Outcomes in marketing channels. Journal of Business-to-Business Marketing 19(4): 289–308.
  • Samiee, S. (2000). Relationships and networks in marketing: International perspectives. Thunderbird International Business Review 42(2): 251–260.
  • Sharma, S., R. M. Durand, and O. Gur-Arie (1981). Identification and analysis of moderator variables. Journal of Marketing Research 18(3): 291–300.
  • Sheth, J. and R. Shah (2003). Till death do us part … but not always: Six antecedents to a customer’s relational preference in buyer–seller exchanges. Industrial Marketing Management 32(8): 627–635.
  • Smith, S. D. (2010). Confidence and trading aggressiveness of naïve investors: Effects of information quantity and consistency. Review of Accounting Studies 15(2): 295–316.
  • Spence, M. (2002). Signaling in retrospect and the informational structure of markets. American Economic Review 92(3): 434–459.
  • Srinivasan, N. and B. T. Ratchford (1991). An empirical test of a model of external search for automobiles. Journal of Consumer Research 18(2): 233–242.
  • Srivastava, J. and N. H. Lurie (2004). Price-matching guarantees as signals of low store prices: Survey and experimental evidence. Journal of Retailing 80(2): 117–128.
  • Steenkamp, J-B. E. M. and H. C. M. van Trijp (1991). The use of LISREL in validating marketing constructs. International Journal of Research in Marketing 8(4): 283–299.
  • Su, M. and V. R. Rao (2010). New product preannouncement as a signaling strategy: An audience-specific review and analysis. Journal of Product Innovation Management 27(5): 658–672.
  • Tirole, J. (1988). The theory of industrial organization. Cambridge, MA: MIT Press.
  • Wuyts, S. and I. Geyskens (2005). The formation of buyer–supplier relationships: Detailed contract drafting and close partner. Journal of Marketing 69(4): 103–117.
  • Zhu, M., D. M. Billeter, and J. J. Inman (2012). The double-edged sword of signaling effectiveness: When salient cues curb postpurchase consumption. Journal of Marketing Research 49(1): 26–38.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.