scholarly journals Cultural Similarity Effect on the Relationship Quality between Exporters and Intermediaries and Export Performance of SMEs

2021 ◽  
Vol 21 (1) ◽  
pp. 399-418
Author(s):  
Norliza Hamir Basah ◽  
Siew-Imm Ng ◽  
Jo-Ann Ho ◽  
Raja Nerina Raja Yusof
Keyword(s):  
Relationship Quality ◽  
Structural Equation ◽  
Export Performance ◽  
Primary Data ◽  
Equation Modeling ◽  
Relational Exchange ◽  
Foreign Markets ◽  
Exporting Firms ◽  
Similarity Effect ◽  
Cultural Similarity

Quality is a crucial component for developing a relationship between SME exporters and exporter intermediaries. The key role that quality plays in enhancing the performance of SMEs in foreign markets has been highlighted. Additionally, in order to support the development of such a relationship, cultural similarity is a fundamental catalyst particularly for initial stages of theinternationalization process due to the belief that companies perform better in foreign markets if they possess similar cultural backgrounds. However,there have beenprevious studies have reported inconsistencies in findings between cultural similarity andperformance. Hence, the purpose of this study is to examine what are the mechanisms inwhich cultural similarity can lead to relationship quality as well as performance. This current study usedthe Internationalization Process (IP) Theory and the Relational Exchange Theory (RET) to examine the synergistic effect of several factors on export performance within the context of Malaysian exporting SMEs and exporter intermediaries. A quantitative method was employed in this study where the primary data derived from 203 SME manufacturing exporting firms in Malaysia. Structural Equation Modeling using SmartPLS was used for data analysis. The result indicates that all hypotheses are supported. Findings may contribute to enriching the existing literature on export performance of Malaysian SMEs which use foreign intermediaries.

scholarly journals Factors Influencing the Relationship Quality between Exporters and Foreign Intermediaries on SMEs Export Performance

2019 ◽  
Author(s):  
Norliza Hamir Basah
Keyword(s):  
Knowledge Sharing ◽  
Relationship Quality ◽  
Structural Equation ◽  
Export Performance ◽  
Effective Communication ◽  
Performance Outcomes ◽  
Equation Modeling ◽  
Internationalization Process ◽  
Cultural Similarity ◽  
The Relationship

This study aims to investigate factors that influence the relationship quality between Malaysia SMEs exporter and foreign intermediaries. This paper draws insights from two integrating theories such as social capital theory (SCT) and internationalization process (IP) theory to evaluate the synergistic consequences of several constructs such as cultural similarity, effective communication, knowledge sharing and trust on export performance. The model is tested using Structural Equation Modeling (SEM) via Smart PLS on a sample of 203 SME exporters in Malaysia. The findings revealed that all hypotheses are supported. The research highlights that cultural similarity is a catalyst in internationalization process and show the mechanism on how cultural similarity can influence effective communication and knowledge sharing thus impetus trust which finally reflect the performance outcomes. The findings extended the application of the underpinning theories and their tenets in explaining the Malaysian SMEs’ export performance use foreign intermediaries.  

Social media resources and export performance: the role of trust and commitment

2020 ◽  
Vol 37 (2) ◽  
pp. 273-297
Author(s):  
Mahmoud Abdulai Mahmoud ◽  
Matilda Adams ◽  
Aidatu Abubakari ◽  
Nicholas Oblitei Commey ◽  
Adelaide Naa Amerley Kastner
Keyword(s):  
Social Media ◽  
Structural Equation ◽  
Survey Design ◽  
Export Performance ◽  
Sampling Technique ◽  
Integrated Model ◽  
Equation Modeling ◽  
Content Type ◽  
Exporting Firms ◽  
Role Commitment

PurposeThe study sought to examine the influence of social media resources on export performance and the role commitment and trust play in this relationship using an integrated model.Design/methodology/approachA quantitative survey design was employed for this study. Empirical data for this paper were drawn from 210 exporting firms in Ghana, using purposive sampling technique. The hypothesized links were analyzed using structural equation modeling.FindingsThe result of this study reveals that social media resources and marketing capabilities directly influence export performance and indirectly through commitment and trust.Originality/valueTo the best of the authors’ knowledge, this study is among the first to attempt to use an integrated model (resource-based view and commitment-trust theory) to understand and explain an international marketing phenomenon. By concentrating on Ghana, the study offers new insights regarding the pathway for exporting firms in emerging markets.

scholarly journals Normative community pressure in brand community: a study of young entrepreneurs community of mandiri bank

2019 ◽  
Vol 22 (1) ◽  
Author(s):  
Lindiawati Lindiawati ◽  
Indrianawati Usman ◽  
Sri Wahyuni Astuti
Keyword(s):  
Relationship Quality ◽  
Structural Equation ◽  
Primary Data ◽  
Equation Modeling ◽  
Brand Community ◽  
Community Members ◽  
Brand Engagement ◽  
Brand Relationship ◽  
Community Identification ◽  
Community Pressure

Brand community has been extensively built and developed by either the companies or the customers voluntarily. These two gorups with different perspective hold different purposes. For the companies, brand community is considered an effective marketing strategy which is expected to achieve customer brand engagement. Anyhow, often companies focus more on the purposes of the brand community, but do not be quite aware of the policies, rules, or traditions firstly created as norms in order to lead the way the community members perceive and act. Often norms become pressures for the brand community members causing them reluctant to engage with he community. Referring to the theory of relationship marketing, this study develops a model of normative community pressure that is affected by both brand community identification and inter-member relationship quality, that are previously affected by brand relationship quality. The empirical analysis derives primary data of young entrepreneurship community created by one of the big five banks in Indonesia quantitatively analyzed using Structural Equation Modeling (Warp-PLS). The result helps explain the antecedents causing normative community pressure of the brand community. The implication of this study is that communitfy setter should regularly identify and analyze rules or practices within the community that might be potential barrier for the members in building engagement with the community.

scholarly journals The influence on export performance of performance ambiguity among foreign sales agents

2020 ◽  
Vol 32 (2) ◽  
pp. 277-296
Author(s):  
Tore Mysen ◽  
Bård Tronvoll
Keyword(s):  
Structural Equation ◽  
Export Performance ◽  
Equation Modeling ◽  
Opportunistic Behavior ◽  
Foreign Markets ◽  
Content Type ◽  
Evaluation Problem ◽  
Sales Agent ◽  
Sales Agents ◽  
The Relationship

Purpose This paper aims to examine the extent to which exporter difficulties in evaluating foreign sales agent performance affect export performance, either directly or as mediated by opportunism. Design/methodology/approach In developing the hypotheses, the study integrates transaction cost theory and principal-agent theory. The proposed relationships between the constructs (performance ambiguity, opportunism, and export performance) are examined for a multi-industry sample of Norwegian exporters in their dealings with foreign sales agents. A survey of 410 qualified key informants yielded 101 usable questionnaires – a response rate of 24.6%. Structural equation modeling is used for data analysis and hypothesis testing. Findings The analysis finds support for the hypothesis that sales agent performance ambiguity relates negatively to export performance. While performance ambiguity is positively related to sales agent opportunistic behavior, opportunism does not significantly influence export performance. It seems that the adaptation costs created by the evaluation problem are of greater importance in reducing export performance than the costs created by opportunistic behavior. Research limitations/implications In focusing on the core dimensions of sales agent performance in foreign markets, other factors influencing export performance are not included. The fact that small Norwegian firms dominate the sample, further limits application and generalization of the findings. Hence, results should be interpreted with caution and the study considered as investigative. Nevertheless, the results indicate to export managers and theory potentially deteriorating dimensions in the relationship between exporter and foreign independent sales agent. Originality/value To the best of the authors’ knowledge, this study is the first to examine how performance ambiguity and opportunistic behavior among foreign sales agents affect export performance. By concentrating on basic deteriorating dimensions, the study adds to the few that focus on inhibiting drivers of exporter – foreign–sales–agent relationships.

The role of relationship quality and loyalty programs in building customer loyalty

2020 ◽  
Vol 35 (11) ◽  
pp. 1645-1657 ◽  
Author(s):  
Piotr Kwiatek ◽  
Zoe Morgan ◽  
Marsela Thanasi-Boçe
Keyword(s):  
Relationship Quality ◽  
Structural Equation ◽  
Small And Medium Enterprises ◽  
Measurement Model ◽  
Loyalty Programs ◽  
Equation Modeling ◽  
Company Performance ◽  
Relational Exchange ◽  
Content Type ◽  
Willingness To Recommend

Purpose Despite the abundance of B2B loyalty programs (LPs), the research on their interplay with relationship marketing is scarce. The purpose of this paper is to investigate a LP (a relational practice) on a transactional business market to test if and how a B2B LP affects relationship outcomes. Design/methodology/approach The study is based on dyadic research in a multi-theory framework. Data were collected from 200 small and medium enterprises that purchase office supplies from a company and merged with the company’s internal records.The formative-reflective measurement model is estimated using structural equation modeling – partial least squares (SEM-PLS). Findings Relationship quality (RQ) directly affects sales and customer share of wallet. The effect is strengthened by customer activity in a LP. RQ results directly in a longer tenure and willingness to recommend only for members of a LP. Research limitations/implications RQ is driven mainly by customer’s evaluation of prior experience with a supplier, while a LP is based on a forward-looking promise of a reward. The results of the study point to the level of customers’ activity in a LP as a boundary condition of the program’s efficacy. Practical implications RQ affects both attitudinal and behavioral outcomes but through distinct mechanisms. Once a supplier is a preferred one, LP membership strengthens the attitudinal outcome of a relationship. The effect of RQ on company performance is magnified by the level of customer activity in a LP but not by the membership status. Originality/value The theoretical framework integrates transaction costs, relational contract and relational exchange theories to investigate a LP on a transactional market. The study adds to the scant literature on LPs in business-to-business and provides evidence for similarities and differences in comparison to consumer research.

scholarly journals Marketing Strategy and Capability as the Mediators in Relationship of Market Orientation and Export Performance: A Case Study of Rattan Processing SMEs

2020 ◽  
Vol 11 (1) ◽  
pp. 31-42
Author(s):  
Indra Muis
Keyword(s):  
Marketing Strategy ◽  
Market Orientation ◽  
Structural Equation ◽  
Small And Medium Enterprises ◽  
Export Performance ◽  
Primary Data ◽  
Equation Modeling ◽  
Marketing Capability ◽  
Marketing Performance ◽  
Export Marketing

The research examined the performance of export marketing performance through the implementation of market orientation intervened by export marketing strategy and export marketing capability. Primary data were collected through questionnaires from 108 samples out of 148 rattan processing Small and Medium Enterprises (SMEs) in nine provinces in Indonesia. The respondents were marketing managers or owners of SMEs with at least two years of experience. Structural Equation Modeling (SEM), which was processed by using Lisrel 8.7, was employed. The results indicate that market orientation, export marketing strategy, and export marketing capability are well implemented in the business operation of SMEs. However, the export marketing performance needs to be improved. Concerning the variables studied, market orientation has a significant effect on export marketing strategy, export marketing capability, and export marketing performance. Then, export marketing strategy affects export marketing performance significantly. Moreover, export marketing capability also has a significant effect on export marketing performance. Finally, export marketing strategy and capability intervene in the relationship between market orientation and export performance. 

Application Of Technology Acceptance Model Of Unified Payment Interface Services Adoption In Mysuru City: An Exploratory Study

2019 ◽  
Vol 118 (6) ◽  
pp. 25-35
Author(s):  
Vinay S
Keyword(s):  
Technology Acceptance ◽  
Technology Acceptance Model ◽  
Structural Equation ◽  
Banking Sector ◽  
Primary Data ◽  
Equation Modeling ◽  
Security Issues ◽  
Acceptance Model ◽  
Structured Questionnaire

Continuous development of technological innovations especially in the banking sector have stirred competition which has changed the way businesses operate resulting in the introduction of Unified Interface Payment (UPI) services. This study was conducted in order to analyse the adoption of UPI services through Technology Acceptance Model (TAM) in Mysuru. Objectives of study were framed to determine the demographic factors that influence the practices of UPI by the customers, to examine the role of banks in integrating UPI services and products and to assess the various security issues affecting the usage of UPI services by Mysuru customers. Based on these objectives a structured questionnaire was prepared and primary data was collected from 165 respondents. Data was analysed making use of SPSS and other models namely Structural Equation Modeling with Analysis of Moment Structures (AMOS) Software. Finally the researchers identifies that there is a need for convergence of customer’s preference for safe and easy banking transactions. This study revealed that the customer’s model have to be well integrated for progress in UPI operations.

A Partial Least Square Structural Equation Modeling: Prestige Perception in Tourism

2020 ◽  
Author(s):  
Murat Kayak
Keyword(s):  
Structural Equation Modeling ◽  
Structural Equation ◽  
Partial Least Square ◽  
Least Square ◽  
Primary Data ◽  
Equation Modeling ◽  
Destination Brand ◽  
The Relationship ◽  
Intention To Revisit ◽  
Brand Prestige

This study aims to investigate destination brand prestige, and to explore the mediating effects of destination brand worldness between destination brand prestige and intention to revisit. Research is designed to collect primary data from the Taiwanese tourists. Partial least squares structural equation modeling is used to test the effects. The research model is appropriately implemented in Smart PLS 3 and a full mediation has existed through the empirical findings. The study shows how destination brand worldness mediates the relationship between destination brand prestige and intention to revisit.

Organizational Empowerment and Turnover intensions:A mediation of Job Satisfaction and Affective Commitment. A Case of Hattar industries, Pakistan

2019 ◽  
Vol 6 (2) ◽  
pp. 1-6
Author(s):  
Mehwish Iftikhar ◽  
Sheraz Khan
Keyword(s):  
Job Satisfaction ◽  
Structural Equation ◽  
Affective Commitment ◽  
Middle Level ◽  
Primary Data ◽  
Equation Modeling ◽  
Clear Understanding ◽  
Complex Process ◽  
Managerial Implications ◽  
Organizational Empowerment

Empowerment has never been something handed from one person to another or passed from employer to employee but it is a complex process, which needs a vivid vision and clear understanding for managers and employees. It is a technique and tool for the retention of employees.This quantitative study is done to examine the affect of organisational empowerment on turnover intensions by way of mediation of job satisfaction and affective commitment.Direct and indirect affects of variables are examined while conducting the study among employees of Hattar industries located in Punjab, Pakistan.Cross sectional design is addopted and primary data is collected through standardised questionnaires on five point likert scale. A total of 220 employees working at middle level management of Hattar industries, were chosen randomly. Correlation is applied in order to findout the strength of relationship between variables.The data was analysed on the basis of SEM (structural equation modeling) technique by using AMOS. Findings depicted the positive relationship between organizational empowerment with the variables job satisfaction and affective commitment. The result also indicates that there is a significant mediating influence of job satisfaction and affective commitment in the relationship between organizational empowerment and turnover intensions. Practical/managerial implications of this study revealed that organizations should foster to give empowerment to their workers if they want to retain them so that, they will be satisfied enough, will remain committed to work and will have lower intensions to leave the job that will better contribute in boosting up the overall performance of the organization.

Analisa Pengaruh Professionalism dan Rewards Terhadap Job Satisfaction Serta Implikasinya Pada Organizational Commitment; Telaah Pada Sopir Taksi Konvensional Bandara Soekarno-Hatta

2018 ◽  
Vol 9 (2) ◽  
pp. 1-17
Author(s):  
Aldo Winata
Keyword(s):  
Job Satisfaction ◽  
Organizational Commitment ◽  
Structural Equation ◽  
Sampling Technique ◽  
Positive Influence ◽  
Primary Data ◽  
Equation Modeling ◽  
Taxi Driver ◽  
Probability Method ◽  
Positive Effect

Jakarta is the place where the largest number of land transportation in Indonesia, according to Djarot in Kompas.com article, vehicles every day increased about 1500 units. And according to an article from Liputan 6, revenue from conventional taxi drivers dropped dramatically after the entry of online transport by 40-50% during 2016 due to the entry of online transport. Conventional taxi companies must immediately anticipate this phenomenon so that their human resources can survive in the company. The purpose of this research are first, to know is there a positive effect from professionalism factors to organizational commitment and job satisfaction. Second, to know job satisfaction factors have a positive effect to organizational commitment. And the last is to know is there a positive effect from rewards factors to job satisfaction and organizational commitment’s factors. This research uses descriptive method with non-probability method. Through judgmental sampling technique, primary data collection was obtained from questionnaire distribution to conventional taxi driver of Soekarno-Hatta Airport. The data has been collected and then obtained by using Structural Equation Modeling (SEM). The result of this research indicates that there is positive influence from professionalism to organizational commitment but the data do not support the hypothesis, there is positive influence from professionalism to job satisfaction, but there’s negative effect between job satisfaction and organizational commitment, there is positive relation of rewards to job satisfaction, Finally there is a positive effect of rewards on organizational commitment. Keywords: organizational commitment, professionalism, rewards, job satisfaction, ecommerce, conventional taxi driver.

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