Drivers of superior importer performance in cross-cultural supplier-reseller relationships

In response to certain important gaps in existing knowledge of buyer-seller interactions in international markets, this study explores rite factors an d conditions that facilitate the development of successful importee relatio nships with overseas supply sources. Focusing on importing distributor firm s trading with overseas manufacturers of industrial products, this research effort investigates the profile characteristics of highly performing impor ters and how they differentiate from other importing firms with respect to fundamental dimensions underlying cross-cultural exchange relationships. Th e results indicate that high-performance importers' relationships with over seas suppliers are characterized by higher levels of interdependence, trans action-specific investments, relationalism, and trust, as contrasted with t hose established by less successful importers. The implications of the find ings for business practitioners are discussed, and suggestions for future r esearch are offered along with the limitations of the study:. (C) 2001 Else vier Science Inc. All rights reserved.