Naslov
The role of formal institutional distance in the development of relational capital in international business relationships

Autori
Miočević, Dario ; Surać, Ana

Vrsta, podvrsta i kategorija rada
Radovi u zbornicima skupova, cjeloviti rad (in extenso), znanstveni

Izvornik
23rd Cromar congress: Marketing in a dynamic environment - academic and practical insights, Congress proceedings / Grbac, Bruno ; Lončarić, Dina ; Dlačić, Jasmina - Opatija : Fakultet za menadžment u turizmu i ugostiteljstvu Sveučilišta u Rijeci, 2013

ISBN
978-953-7842-18-5

Skup
23rd Cromar congress: Marketing in a dynamic environment - academic and practical insights

Mjesto i datum
Lovran, Hrvatska, 24.10.2013. - 26.10.2013

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
International business relationships; Reliance; Relational capital; Institutional distance; SME Exporters.

Sažetak
The purpose of this study was to examine the impact of relational variables and institutional distance on the development of international business relationships of Croatian small and medium-sized (SME) exporters. Firms that internationalize seize the benefits of cooperation with foreign customers in order to minimize the risk of entering the new market. The conceptual framework was developed by integrating relationship marketing and institutional theory and resulted in two research hypotheses. The study was conducted on the sample of 117 SME exporters from the manufacturing industry in Croatia. In order to test the hypotheses, the partial least squares (PLS) analysis was employed. The results revealed significant effects of reliance on relational capital of international business partners and moderating effect of formal institutional distance in the relationship between reliance and relational capital. The findings of this study suggest that exporting SMEs need to invest effort in creating relational capital in order to achieve long-term and profitable relationships with foreign business partners. Also, the findings showed that formal institutional distance significantly influences the development of relational capital in international business relationships. This study provides valuable insights and contributions to the theoretical domain of international business relationships. In the end, this study offers limitations and suggestions for further research.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA