The influence of psychological contracts on exporter–distributor relationships and export venture performance: the conditional role of institutional distance
Asia Pacific Journal of Marketing and Logistics
ISSN: 1355-5855
Article publication date: 12 October 2023
Issue publication date: 12 March 2024
Abstract
Purpose
This study explores the influence of informal “psychological contracts” (PCs), (as opposed to formal contractual relationships) on exporter–distributor relationships.
Design/methodology/approach
Data were obtained from a sample of 127 exporting small and medium-sized enterprises (SMEs) in New Zealand. The authors employed partial least squares structural equation modeling (PLS-SEM) for analyzing the measurement and structural models.
Findings
Psychological contract fulfillment (PCF) enhances affective commitment and calculative commitment. Moreover, affective and calculative commitments mediate the relationship between PCF and export venture performance (EVP). The authors also find that institutional distance (ID) weakens the relationship between PCF and both affective and calculative commitment. Additionally, ID moderates the strength of the mediating mechanism for affective commitment; thus, the authors present a moderated-mediation model.
Originality/value
To date, international relationship marketing (IRM) literature has focused on PC breach, and business-to-business (B2B) marketing literature has focused on the effects of PCs on affective/relational commitment. This study offers novel insights by demonstrating the positive indirect effect of PCF on EVP via the mediating variables – affective and calculative commitment. The authors' findings also present a conditioning role of ID on the micro-level relationships of PCs.
Keywords
Citation
Chugh, R., Lindsay, V.J., Ashill, N.J. and Crick, D. (2024), "The influence of psychological contracts on exporter–distributor relationships and export venture performance: the conditional role of institutional distance", Asia Pacific Journal of Marketing and Logistics, Vol. 36 No. 3, pp. 641-659. https://doi.org/10.1108/APJML-01-2023-0089
Publisher
:Emerald Publishing Limited
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