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2018 | OriginalPaper | Buchkapitel

Foreignness in Export and Import Social Relationships: The Liability of Psychic Distance

verfasst von : Irena Vida, Claude Obadia

Erschienen in: Advances in Global Marketing

Verlag: Springer International Publishing

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Abstract

In this contribution, we systematically review the academic literature on foreignness in the context of exporter-importer social relationships published between 1997–2016. We consolidate the scholarship, analyze the nature of the phenomenon, its operationalization and measurement, and contribute to the resolution of the problems that affect this field of study. We find that the literature on foreignness in export and import relationships is relatively scarce and dispersed, lacks theoretical guidance and suffers from a low confirmation rate of the hypotheses. We contend that many problems stem from the inadequate conceptualizations of the phenomenon, the rationales underlying operationalization and the measures employed. The later includes various forms of measure objectivization, the managerial relevance of the indicators, the unit of analysis used, and the misspecification of the measurement instruments. We analyze these issues, seek solutions, and we conclude that future efforts will need to address these neglected areas of research as much as offer actionable recommendations for export/import managers.

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It was decided to include some studies about relationship governance which theme overlapped with the social aspects of interfirm relationships.

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The study by Skarmeas et al. (2016) is counted twice as their foreignness phenomena fall into both the distance metaphor (psychic distance) and friction metaphor (cultural sensitivity).

It should be noted that we included these two studies using the Leonidou et al. (2006) scale while acknowledging that these studies’ definition of distance did not refer specifically to foreignness per se, but rather to the distance between sellers and buyers.

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Titel: Foreignness in Export and Import Social Relationships: The Liability of Psychic Distance
verfasst von: Irena Vida
Claude Obadia
Verlag: Springer International Publishing
Buch: Advances in Global Marketing
Print ISBN: 978-3-319-61384-0

Electronic ISBN: 978-3-319-61385-7

Copyright-Jahr: 2018
DOI: https://doi.org/10.1007/978-3-319-61385-7_16