Durand, A, Turkina, E and Robson, M (2016) Psychic Distance and Country Image in Exporter–Importer Relationships. Journal of International Marketing, 24 (3). pp. 31-57. ISSN 1069-031X
Abstract
Conflicting evidence on the issue of psychic distance (PD) in international business relationships suggests the existence of misunderstood boundary conditions to its effect. This article argues that country image (CI) is a contingent factor to the effect of PD. Expectancy–value theory provides the theoretical foundations for this argument. Based on structural equation modeling, analyses for a sample of 358 exporter–importer relationships in the global wine industry provide empirical support. Product-related CI mitigates the negative impact of PD on the relational exchange orientation (REO) between firms. Specifically, a high level of PD dampens REO when product-related CI is poor, whereas a strong product-related CI helps firms facing such PD conditions to build REO irrespective. People-related CI has an indirect effect on REO through product-related CI. Our study contributes to explaining the paradox of distance and offers a fresh perspective on how to handle the issue of PD when relevant.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © 2016, American Marketing Association. Reproduced with permission from the publisher. |
Keywords: | Psychic Distance, Country Image, Relational Exchange, Exporter–Importer Relationships. |
Dates: |
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Institution: | The University of Leeds |
Academic Units: | The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS) |
Depositing User: | Symplectic Publications |
Date Deposited: | 21 Apr 2016 12:19 |
Last Modified: | 21 Jul 2017 22:58 |
Published Version: | http://dx.doi.org/10.1509/JIM.15.0056 |
Status: | Published |
Publisher: | American Marketing Association |
Identification Number: | 10.1509/JIM.15.0056 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:98843 |