Access the full text.
Sign up today, get DeepDyve free for 14 days.
S. Oishi, Uhich Schimmack, E. Diener, E. Suh (1998)
The Measurement of Values and Individualism-CollectivismPersonality and Social Psychology Bulletin, 24
Nirmalya Kumar, L. Scheer, J. Steenkamp (1995)
The Effects of Supplier Fairness on Vulnerable ResellersJournal of Marketing Research, 32
R. Morgan, S. Hunt (1994)
The Commitment-Trust Theory of Relationship MarketingJournal of Marketing, 58
K. Hwang (1987)
Face and Favor: The Chinese Power GameAmerican Journal of Sociology, 92
Dennis W. Organ (1990)
The Motivational Basis of Organizational Citizenship BehaviorResearch in Organizational Behavior, 12
Jeffrey Dyer, W. Chu (2000)
The determinants of trust in supplier–automaker relationships in the US, Japan, and KoreaJournal of International Business Studies, 42
Philip Posdakoff, Scott MacKenzie (1994)
Organizational Citizenship Behaviors and Sales Unit EffectivenessJournal of Marketing Research, 31
Jerome Williams, Sang‐Lin Han, W. Qualls (1998)
A Conceptual Model and Study of Cross-Cultural Business RelationshipsJournal of Business Research, 42
Alvin W. Gouldner (1973)
The Importance of Something for NothingFor Sociology
Nirmalya Kumar, L. Scheer, J. Steenkamp (1995)
The Effects of Perceived Interdependence on Dealer AttitudesJournal of Marketing Research, 32
E. Morrison (1994)
Role Definitions and Organizational Citizenship Behavior: The Importance of the Employee's PerspectiveAcademy of Management Journal, 37
James Brown, R. Lusch, Carolyn Nicholson (1995)
Power and relationship commitment: their impact on marketing channel member performanceJournal of Retailing, 71
J. George, Kenneth Bettenhausen (1990)
Understanding prosocial behavior, sales performance, and turnover: A group-level analysis in a service context.Journal of Applied Psychology, 75
Peter V. Raven, Jim M. McCullough, Patriya S. Tansuhaj (1994)
Environmental Influences and Decision Making Uncertainty on Satisfaction and PerformanceJournal of International Marketing, 2
R. Mayer, J. Davis, F. Schoorman (1995)
An Integrative Model Of Organizational TrustAcademy of Management Review, 20
C. Moorman, Rohit Deshpandé, G. Zaltman (1993)
Factors affecting trust in market research relationships.Journal of Marketing, 57
P. Verhoef, P. Franses, J. Hoekstra (2002)
The effect of relational constructs on customer referrals and number of services purchased from a multiservice provider: Does age of relationship matter?Journal of the Academy of Marketing Science, 30
C. Smith, D. Organ, J. Near (1983)
ORGANIZATIONAL CITIZENSHIP BEHAVIOR: ITS NATURE AND ANTECEDENTSJournal of Applied Psychology, 68
Sandy Jap, Shankar Ganesan (2000)
Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing CommitmentJournal of Marketing Research, 37
P. Podsakoff, M. Ahearne, Scott MacKenzie (1997)
Organizational Citizenship Behavior and the Quantity and Quality of Work Group Performance
A. Verma, R. Mowday, L. Porter, Richard Steers (1985)
Employee-Organization Linakges: The Psychology of Commitment, Absenteeism and TurnoverIndustrial and Labor Relations Review, 38
P. Bentler, C. Chou (1987)
Practical Issues in Structural ModelingSociological Methods & Research, 16
J. Dyer (1997)
Effective interim collaboration: how firms minimize transaction costs and maximise transaction valueStrategic Management Journal, 18
Jan Heide, G. John (1992)
Do Norms Matter in Marketing Relationships?Journal of Marketing, 56
I. Geyskens, J. Steenkamp, Nirmalya Kumar (1999)
A Meta-Analysis of Satisfaction in Marketing Channel RelationshipsJournal of Marketing Research, 36
S. Jarvenpaa, K. Knoll, D. Leidner (1998)
Is Anybody Out There? Antecedents of Trust in Global Virtual TeamsJ. Manag. Inf. Syst., 14
S. Robinson, E. Morrison (1995)
Psychological contracts and OCB: The effect of unfulfilled obligations on civic virtue behaviorJournal of Organizational Behavior, 16
Patricia Doney, Joseph Cannon (1997)
An Examination of the Nature of Trust in Buyer–Seller Relationships:Journal of Marketing, 61
Scott MacKenzie, P. Podsakoff, M. Ahearne (1998)
Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson PerformanceJournal of Marketing, 62
I. Geyskens, J. Steenkamp, L. Scheer, N. Kumar (1996)
The Effects of Trust and Interdependence on Relationship Commitment
D. Organ (1988)
Organizational citizenship behavior: The good soldier syndrome.Administrative Science Quarterly, 33
Aiberto Alesina, Eliana Ferrara, A. Alesina
Nber Working Paper Series the Determinants of Trust the Determinants of Trust
T. Noordewier, G. John, J. Nevin (1990)
Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor RelationshipsJournal of Marketing, 54
J. Mathieu, Dennis Zajac (1990)
A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitmentPsychological Bulletin, 108
Tao Gao, James R. Brown, Debbie Thorne LeClair, Michael Hartline (1997)
Relational Citizenship Behavior and Opportunism in Marketing Channels: A Governance PerspectiveMarketing Theory and Applications
L. Richiardi, F. Merletti (2001)
[Estimating non-response bias].Epidemiologia e prevenzione, 25 1
J. Arias (1998)
A relationship marketing approach to guanxiEuropean Journal of Marketing, 32
E. Anderson, Barton Weitz (1989)
Determinants of Continuity in Conventional Industrial Channel DyadsMarketing Science, 8
R. Oliver, J. Swan (1989)
Consumer perceptions of interpersonal equity and satisfaction in transactions: A field survey approach.Journal of Marketing, 53
D. Organ, K. Ryan (1995)
A META-ANALYTIC REVIEW OF ATTITUDINAL AND DISPOSITIONAL PREDICTORS OF ORGANIZATIONAL CITIZENSHIP BEHAVIORPersonnel Psychology, 48
L. Shore, Sandy Wayne (1993)
Commitment and employee behavior: comparison of affective commitment and continuance commitment with perceived organizational support.The Journal of applied psychology, 78 5
L. Williams, S. Anderson (1991)
Job Satisfaction and Organizational Commitment as Predictors of Organizational Citizenship and In-Role BehaviorsJournal of Management, 17
C. Fornell, D. Larcker (1981)
Evaluating structural equation models with unobservable variables and measurement error.Journal of Marketing Research, 18
Shankar Ganesan (1994)
Determinants of Long-Term Orientation in Buyer-Seller Relationships:Journal of Marketing, 58
K. Jöreskog, D. Sörbom (1993)
Lisrel 8: Structural Equation Modeling With the Simplis Command Language
P. Blau (1964)
Exchange and Power in Social Life
J. Cullen, Jeannie Johnson, Tomoaki Sakano (1995)
Japanese and Local Partners Commitment to IJVs: Psychological Consequences of Outcomes and Investments in the IJV RelationshipsJournal of International Business Studies, 26
J. Graham (1991)
An essay on organizational citizenship behaviorEmployee Responsibilities and Rights Journal, 4
R. Oliver (1980)
A Cognitive Model of the Antecedents and Consequences of Satisfaction DecisionsJournal of Marketing Research, 17
K. Atuahene-Gima, Haiyang Li (2002)
When Does Trust Matter? Antecedents and Contingent Effects of Supervisee Trust on Performance in Selling New Products in China and the United StatesJournal of Marketing, 66
F. Selnes, Kjell Gønhaug (2000)
Effects of Supplier Reliability and Benevolence in Business MarketingJournal of Business Research, 49
G. Hofstede, G. Hofstede, M. Minkov (1991)
Cultures and Organizations: Software of the Mind
J. Fultz, C. Batson, V. Fortenbach, P. McCarthy, L. Varney (1986)
Social evaluation and the empathy-altruism hypothesis.Journal of personality and social psychology, 50 4
Jonathan Hibbard, F. Brunel, R. Dant, D. Iacobucci (2001)
Does Relationship Marketing Age WellBusiness Strategy Review, 12
M. Browne, R. Cudeck (1989)
Single Sample Cross-Validation Indices for Covariance Structures.Multivariate behavioral research, 24 4
Deepak Sirdeshmukh, Jagdip Singh, B. Sabol (2002)
Consumer Trust, Value, and Loyalty in Relational ExchangesJournal of Marketing, 66
Jeannie Johnson, J. Cullen, Tomoaki Sakano, Hideyuki Takenouchi (1996)
Setting the Stage for Trust and Strategic Integration in Japanese-U.S. Cooperative AlliancesJournal of International Business Studies, 27
R. Lusch, James Brown (1996)
Interdependency, Contracting, and Relational Behavior in Marketing Channels:Journal of Marketing, 60
Gregory Gundlach, R. Achrol, J. Mentzer (1995)
The Structure of Commitment in ExchangeJournal of Marketing, 59
Natalie Allen, John Meyer (1990)
The measurement and antecedents of affective, continuance and normative commitment to the organizationJournal of occupational psychology, 63
K. Bollen (1989)
Structural Equations with Latent Variables
J. Steenkamp, H. Baumgartner (1998)
Assessing Measurement Invariance in Cross-National Consumer ResearchJournal of Consumer Research, 25
J. Armstrong, Terry Overton (1977)
Estimating Nonresponse Bias in Mail SurveysJournal of Marketing Research, 14
Carolyn Nicholson, L. Compeau, Rajesh Sethi (2001)
The role of interpersonal liking in building trust in long-term channel relationshipsJournal of the Academy of Marketing Science, 29
R. Bagozzi, Youjae Yi (1988)
On the evaluation of structural equation modelsJournal of the Academy of Marketing Science, 16
John Meyer, Natalie Allen (1984)
Testing the "Side-Bet Theory" of Organizational Commitment: Some Methodological ConsiderationsJournal of Applied Psychology, 69
Thomas G. Noordewier, George John, John R. Nevin (1990)
Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Seller RelationshipsJournal of Marketing, 54
W. Swann, M. Gill (1997)
Confidence and accuracy in person perception: do we know what we think we know about our relationship partners?Journal of personality and social psychology, 73 4
Preet Aulakh, Masaaki Kotabe, A. Sahay (1996)
Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral ApproachJournal of International Business Studies, 27
David Gilliland, Daniel Bello (2002)
Two sides to attitudinal commitment: The effect of calculative and loyalty commitment on enforcement mechanisms in distribution channelsJournal of the Academy of Marketing Science, 30
Scott B. MacKenzie, Philip M. Podsakoff, Michael Ahearne (1998)
Some Possible Antecedents and Consequences in In-Role and Extra-Role Salesperson PerformanceJournal of Marketing, 62
Joseph Cote, M. Buckley (1987)
Estimating Trait, Method, and Error Variance: Generalizing across 70 Construct Validation Studies:Journal of Marketing Research, 24
Nirmalya Kumar (1996)
The power of trust in manufacturer-retailer relationshipsHarvard Business Review, 74
Joseph Cannon, Christian Homburg (2001)
Buyer–Supplier Relationships and Customer Firm CostsJournal of Marketing, 65
R. Mayer, J. Davis (1999)
The effect of the performance appraisal system on trust for management: A field quasi-experiment.Journal of Applied Psychology, 84
In this article, the authors report the development and testing of a model of importers' benevolence toward their foreign export suppliers. The model posits that an importer's satisfaction with and commitment to its relationship with a foreign export supplier will have a positive impact on the importer's benevolence toward that supplier, that an importer's benevolence positively influences relationship performance, and that the benevolence-performance link is moderated by relationship duration. The authors tested the model with a sample of U.S. importers who buy from foreign exporters. The results indicate that the importers' commitment to the relationship significantly influenced its benevolence; however, importers' satisfaction with the relationship did not significantly affect their benevolence. Importers' altruistic benevolence had a positive impact on performance in mature relationships but not in new relationships. Importers' mutualistic benevolence had a significant influence on performance regardless of relationship duration.
Journal of the Academy of Marketing Science – Springer Journals
Published: Dec 1, 2004
Keywords: benevolence; relationship; importer; performance
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.