The role of relational social capital in examining exporter-intermediary relationships
Abstract
Purpose
This paper aims to rely on a conceptual model that builds on, and synthesizes, the theoretical foundations of social capital (relational and cognitive) and cooperation. It assumes that the network of relationships and the set of resources embedded within it strongly influence the extent to which exporter-intermediary cooperation occurs.
Design/methodology/approach
Following a quantitative methodological approach, a survey was applied to a sample of exporters to empirically test the proposed model.
Findings
The findings reveal that among the six relationships, five are positively supported. Specifically, this study finds a positive and a significant impact of the two dimensions of social capital: cognitive (shared values) and relational (trust) on both commitment and cooperation. However, it did not support the impact of cognitive social capital on relational social capital.
Research limitations/implications
One possible shortfall of this research relates to the characteristics of different cultural environments that small and medium sized enterprises (SMEs) face which may have influenced the results.
Practical implications
Empirical findings are relevant as they may assist SME managers to invest in business relationships which enable the firms to achieve important competitive advantages.
Originality/value
This article presents the original approach of looking at the link between relational social capital and export-intermediary relationships, which challenges the way this topic is generally examined.
Keywords
Acknowledgements
The author would like to acknowledge the financial support of “Fundação para a Ciência e a Tecnologia (FCT)” through the iMARKE strategic project whose reference is: Pest-OE/EGE/UI4021/2011, the anonymous referees for their valuable comments and suggestions and gratefully acknowledge the Editor Professor Göran Svensson.
Citation
Carlos M.R. Pinho, J. (2013), "The role of relational social capital in examining exporter-intermediary relationships", European Business Review, Vol. 25 No. 6, pp. 553-570. https://doi.org/10.1108/EBR-03-2013-0037
Publisher
:Emerald Group Publishing Limited
Copyright © 2013, Emerald Group Publishing Limited