Conceptualizing the Inter-firm Relationship Quality in International Trade and an Application on Textile Exporters

Abstract

The purpose of this study is to re-conceptualize the relationship quality that occurs in buyer-seller exchanges within the international trade context. In relevant literature, extensive work has been done to define the relationship quality; however its particular aspects pertaining to international transactions require further examination. This study's conceptual inferences, which are derived from the current knowledge, have been tested by an empirical research. The scope of the research is the exchanges between exporting firms in Turkey and their customers abroad. In this respect, a quantitative research design is employed and data is collected from the sample group through a survey. Based on 165 observations, the findings support the approach that relationship quality in international trade is composed of trust, satisfaction, and relational learning dimensions. The research makes a theoretical contribution by highlighting the importance of neglected relational learning concept in inter-firm relationship quality research in the context of international exchanges.