The Mediating Effect of Relationship Quality on the Transaction Cost–Export Performance Link: Bangladeshi Exporters' Perspectives

REFERENCES

• Ahamed, A.F. M. J., & Skallerud, K. (2013). Effect of distance and communication climate on export performance: The mediating role of relationship quality. Journal of Global Marketing, 26(5), 284–300.
   Google Scholar
• Andersen, O. (1997). Internationalization and market entry mode: A review of theories and conceptual frameworks. MIR: Management International Review, 37, 27–42.
   Google Scholar
• Anderson, E., & Weitz, B. (1992). The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 29(1), 18–34.
   Web of Science ®Google Scholar
• Athanasopoulou, P. (2009). Relationship quality: A critical literature review and research agenda. European Journal of Marketing, 43, 583–610.
   Web of Science ®Google Scholar
• Baron, R.M., & Kenny, D.A. (1986). The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality & Social Psychology, 51, 1173–1182.
   PubMed Web of Science ®Google Scholar
• Bloemer, J., Pluymaekers, M., & Odekerken, A. (2013). Trust and affective commitment as energizing forces for export performance. International Business Review, 22(2), 363–380.
   Web of Science ®Google Scholar
• Brouthers, K.D. (2013). A retrospective on: Institutional, cultural and transaction cost influences on entry mode choice and performance. Journal of International Business Studies, 44, 14–22.
   Web of Science ®Google Scholar
• Brouthers, K.D., Brouthers, L.E., & Werner, S. (2003). Transaction cost-enhanced entry mode choices and firm performance. Strategic Management Journal, 24, 1239–1248.
   Web of Science ®Google Scholar
• Buvik, A., & Reve, T. (2001). Asymmetrical deployment of specific assets and contractual safeguarding in industrial purchasing relationships. Journal of Business Research, 51, 101–113.
   Web of Science ®Google Scholar
• Campbell, D.T. (1955). The informant in quantitative research. American Journal of Sociology, 60(4), 339–342.
   Web of Science ®Google Scholar
• Cavusgil, S.T., & Zou, S. (1994). Marketing strategy–performance relationship: An investigation of the empirical link in export market ventures. Journal of Marketing, 58(1), 1–21.
   Web of Science ®Google Scholar
• Chin, W.W. (1998). The partial least squares approach for structural equation modeling. In G.A. Marcoulides (Ed.), Modern methods for business research: Methodology for business and management (pp. 295–336). Mahwah, NJ: Erlbaum.
   Google Scholar
• De Cannière, M.H., De Pelsmacker, P., & Geuens, M. (2009). Relationship quality and the theory of planned behavior models of behavioral intentions and purchase behavior. Journal of Business Research, 62, 82–92.
   Web of Science ®Google Scholar
• De Vita, G., Tekaya, A., & Wang, C.L. (2011). The many faces of asset specificity: A critical review of key theoretical perspectives. International Journal of Management Reviews, 13, 329–348.
   Web of Science ®Google Scholar
• Diamantopoulos, A. (1999). Viewpoint—Export performance measurement: Reflective versus formative indicators. International Marketing Review, 16, 444–457.
   Web of Science ®Google Scholar
• Dorsch, M.J., Swanson, S.R., & Kelley, S.W. (1998). The role of relationship quality in the stratification of vendors as perceived by customers. Journal of the Academy of Marketing Science, 26, 128–142.
   Web of Science ®Google Scholar
• Fornell, C., & Larcker, D.F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39–50.
   Web of Science ®Google Scholar
• Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1–19.
   Web of Science ®Google Scholar
• Geyskens, I., Steenkamp, J.B. E. M., & Kumar, N. (1999). A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research, 36(2), 223–238.
   Web of Science ®Google Scholar
• Ghani, J.A., & Khan, J.H. (2004). Network relationships and asset specificity in Pakistan's automotive industry. Journal of the Asia Pacific Economy, 9, 84–100.
   Google Scholar
• Gundlach, G.T., Achrol, R.S., & Mentzer, J.T. (1995). The structure of commitment in exchange. Journal of Marketing, 59(1), 78–92.
   Web of Science ®Google Scholar
• Harman, H. (1967). Modern factor analysis. Chicago, IL: University of Chicago Press.
   Google Scholar
• Hedaa, L. (1993). Distrust, uncertainties and disconfirmed expectations in supplier–customer relationships. International Business Review, 2, 191–206.
   Google Scholar
• Heide, J.B., & John, G. (1988). The role of dependence balancing in safeguarding transaction specific assets in conventional channels. Journal of Marketing, 52(1), 20–35.
   Web of Science ®Google Scholar
• Henseler, J., Ringle, C.M., & Sinkovics, R.R. (2009). The use of partial least squares path modeling in international marketing. In R.R. Sinkovics & P.N. Ghauri (Eds.), Advances in international marketing: Vol. 20. New challenges to international marketing (pp. 277–319). Bingley, England: Emerald Group.
   Google Scholar
• Hulland, J. (1999). Use of partial least squares in strategic management research: A review of four recent studies. Strategic Management Journal, 20(2), 195–204.
   Web of Science ®Google Scholar
• Jap, S.D., Manolis, C., & Weitz, B.A. (1999). Relationship quality and buyer–seller interactions in channels of distribution. Journal of Business Research, 46, 303–313.
   Web of Science ®Google Scholar
• John, G. (1984). An empirical investigation of some antecedents of opportunism in a marketing channel. Journal of Marketing Research, 21(3), 278–289.
   Web of Science ®Google Scholar
• John, G., & Weitz, B.A. (1988). Forward integration into distribution: An empirical test of transaction cost analysis. Journal of Law, Economics, and Organization, 4, 337–355.
   Google Scholar
• Klein, S., Frazier, G.L., & Roth, V.J. (1990). A transaction cost analysis model of channel integration in international markets. Journal of Marketing Research, 27(2), 196–208.
   Web of Science ®Google Scholar
• Kumar, N., Stern, L.W., & Anderson, J.C. (1993). Conducting interorganizational research using key informants. Academy of Management Journal, 36, 1633–1651.
   Web of Science ®Google Scholar
• Lages, C., Lages, C.R., & Lages, L.F. (2005). The RELQUAL scale: A measure of relationship quality in export market ventures. Journal of Business Research, 58, 1040–1048.
   Web of Science ®Google Scholar
• Lages, L.F., & Jap, S. (2003). The relationship among past performance, marketing mix adaptation, and current export performance improvement in global marketing relationships. In J.W. C. Arts, S. Banerjee and J.L. G. Binken (Eds), Global marketing, Marketing Science Institute Report No. 03-116: 97–98. Cambridge, MA: Marketing Science Institute.
   Google Scholar
• Lages, L.F., & Montgomery, D.B. (2004). Export performance as an antecedent of export commitment and marketing strategy adaptation: Evidence from small and medium-sized exporters. European Journal of Marketing, 38, 1186–1214.
   Google Scholar
• Leonidou, L.C., Barnes, B.R., & Talias, M.A. (2006). Exporter–importer relationship quality: The inhibiting role of uncertainty, distance, and conflict. Industrial Marketing Management, 35, 576–588.
   Web of Science ®Google Scholar
• Lohtia, R., Brooks, C.M., & Krapfel, R.E. (1994). What constitutes a transaction-specific asset? An examination of the dimensions and types. Journal of Business Research, 30(3), 261–270.
   Web of Science ®Google Scholar
• Lui, S.S., Wong, Y., & Liu, W. (2009). Asset specificity roles in interfirm cooperation: Reducing opportunistic behavior or increasing cooperative behavior? Journal of Business Research, 62, 1214–1219.
   Web of Science ®Google Scholar
• MacKenzie, S.B., Podsakoff, P.M., & Jarvis, C.B. (2005). The problem of measurement model misspecification in behavioral and organizational research and some recommended solutions. Journal of Applied Psychology, 90, 710–730.
   PubMed Web of Science ®Google Scholar
• MacKinnon, D.P., Lockwood, C.M., Hoffman, J.M., West, S.G., & Sheets, V. (2002). A comparison of methods to test mediation and other intervening variable effects. Psychological Methods, 7(1), 83104.
   PubMed Web of Science ®Google Scholar
• Macneil, I.R. (1980). The new social contract: An inquiry into modern contractual relations. New Haven, CT: Yale University Press.
   Google Scholar
• Menon, A., Bharadwaj, S.G., & Howell, R.D. (1996). The quality and effectiveness of marketing strategy: Effect of functional and dysfunctional conflict in intra-organizational relationships. Journal of Academy of Marketing Science, 24(4), 299–313.
   Google Scholar
• Mjoen, H., & Tallman, S. (1997). Control and performance in international joint ventures. Organization Science, 8, 257–274.
   Web of Science ®Google Scholar
• Moorman, C., Deshpande, R., & Zaltman, G. (1993). Factors affecting trust in market research relationships. Journal of Marketing, 57(1), 81–101.
   Web of Science ®Google Scholar
• Morgan, R.M., & Hunt, S.D. (1994). The commitment–trust theory of relationship marketing. Journal of Marketing, 58, 20–38.
   Web of Science ®Google Scholar
• Mysen, T., Svensson, G., & Payan, J.M. (2011). The key role of opportunism in business relationships. Marketing Intelligence & Planning, 29, 436–449.
   Google Scholar
• Podsakoff, P.M., Mackenzie, S.B., Lee, J.-Y., & Podsakoff, N.P. (2003). Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology, 88, 879–903.
   PubMed Web of Science ®Google Scholar
• Poppo, L., & Zenger, T. (2002). Do formal contracts and relational governance function as substitutes or complements? Strategic Management Journal, 23, 707–725.
   Web of Science ®Google Scholar
• Raven, P.V., McCullough, J.M., & Tansuhaj, P.S. (1994). Environmental influences and decision-making uncertainty in export channels: Effects on satisfaction and performance. Journal of International Marketing, 2(3), 37–59.
   Google Scholar
• Ringle, C.M., Wende, S., & Will, A. (2005). SmartPLS 2.0 (M3) beta. Retrieved from the University of Hamburg website: http://www.smartpls.de/
   Google Scholar
• Rokkan, A.I., Heide, J.B., & Wathne, K.H. (2003). Specific investments in marketing relationships: Expropriation and bonding effects. Journal of Marketing Research, 40(2), 210–224.
   Web of Science ®Google Scholar
• Singh, J., Goolsby, J.R., & Rhoads, G.K. (1994). Behavioral and psychological consequences of boundary spanning burnout for customer service representatives. Journal of Marketing Research, 31, 558–569.
   Web of Science ®Google Scholar
• Skarmeas, D., Katsikeas, C.S., & Schlegelmilch, B.B. (2002). Drivers of commitment and its impact on performance in cross-cultural buyer–seller relationships: The importer's perspective. Journal of International Business Studies, 33, 757–783.
   Web of Science ®Google Scholar
• Skarmeas, D., Katsikeas, C.S., Spyropoulou, S., & Salehi-Sangari, E. (2008). Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products. Industrial Marketing Management, 37, 23–36.
   Web of Science ®Google Scholar
• Skarmeas, D., & Robson, M.J. (2008). Determinants of relationship quality in importer–exporter relationships. British Journal of Management, 19, 171–184.
   Web of Science ®Google Scholar
• Smith, J.B. (1998). Buyer–seller relationships: Similarity, relationship management, and quality. Psychology & Marketing, 15, 3–21.
   Web of Science ®Google Scholar
• Stump, R.L. (1995). Antecedents of purchasing concentration: A transaction cost explanation. Journal of Business Research, 34, 145–157.
   Web of Science ®Google Scholar
• Stump, R.L., Athaide, G.A., & Joshi, A.W. (2002). Managing seller–buyer new product development relationships for customized products: A contingency model based on transaction cost analysis and empirical test. Journal of Product Innovation Management, 19, 439–454.
   Web of Science ®Google Scholar
• Stump, R.L., & Joshi, A.W. (1999). To be or not to be [locked in]: An investigation of buyers' commitments of dedicated investments to support new transactions. Journal of Business-to-Business Marketing, 5, 33–63.
   Google Scholar
• Ulaga, W., & Eggert, A. (2006). Relationship value and relationship quality: Broadening the nomological network of business-to-business relationships. European Journal of Marketing, 40, 311–327.
   Web of Science ®Google Scholar
• Ural, T. (2009). The effects of relationship quality on export performance: A classification of small and medium-sized Turkish exporting firms operating in single export-market ventures. European Journal of Marketing, 43, 139–168.
   Web of Science ®Google Scholar
• Wathne, K.H., & Heide, J.B. (2000). Opportunism in interfirm relationships: Forms, outcomes, and solutions. Journal of Marketing, 64(4), 36–51.
   Web of Science ®Google Scholar
• Whitelock, J. (2002). Theories of internationalisation and their impact on market entry. International Marketing Review, 19, 342–347.
   Web of Science ®Google Scholar
• Williamson, O. (1975). Markets and hierarchies: Analysis and antitrust implications: A study in the economics of internal organization. Urbana-Champaign: University of Illinois at Urbana-Champaign, Academy for Entrepreneurial Leadership Historical Research Reference in Entrepreneurship.
   Google Scholar
• Williamson, O.E. (1998). The economic institutions of capitalism. New York, NY: Free Press.
   Google Scholar
• Williamson, O., & Ghani, T. (2012). Transaction cost economics and its uses in marketing. Journal of the Academy of Marketing Science, 40, 74–85.
   Web of Science ®Google Scholar
• Young-Ybarra, C., & Wiersema, M. (1999). Strategic flexibility in information technology alliances: The influence of transaction cost economics and social exchange theory. Organization Science, 10, 439–459.
   Web of Science ®Google Scholar
• Zaheer, A., McEvily, B., & Perrone, V. (1998). Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance. Organization Science, 9, 141–159.
   Web of Science ®Google Scholar
• Zaheer, A., & Venkatraman, N. (2007). Relational governance as an interorganizational strategy: An empirical test of the role of trust in economic exchange. Strategic Management Journal, 16, 373–392.
   Web of Science ®Google Scholar
• Zou, S., Taylor, C.R., & Osland, G.E. (1998). The EXPERF scale: A cross-national generalized export performance measure. Journal of International Marketing, 6, 37–58.
   Web of Science ®Google Scholar