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<p>This study examines importer dependence and challenges the dominant view that firm dependence primarily yields beneficial outcomes in exporter–importer relationships. Using identity theory and bilateral deterrence theory, we show that in the presence of information asymmetry, psychic distance, high import market growth, and exporter trust, the expected beneficial effects of importer dependence morph into importer opportunism. We also investigate the potential mitigating effect of low-powered incentives. To support a shift in the importer dependence paradigm, we analyze three primary data sets (cross-sectional, temporal and dyadic) along with archival data with PROCESS. Moreover, we show how the interactions studied can lead to the termination of export relationships.</p>

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Context Effects on Importer Dependence in Export Business Relationships: The Fire Smolders Under the Ice

  • 期刊论文

  • 发表日期：

    2025年7月28日

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  • Claude Obadia,
  • Irena Vida

摘要

This study examines importer dependence and challenges the dominant view that firm dependence primarily yields beneficial outcomes in exporter–importer relationships. Using identity theory and bilateral deterrence theory, we show that in the presence of information asymmetry, psychic distance, high import market growth, and exporter trust, the expected beneficial effects of importer dependence morph into importer opportunism. We also investigate the potential mitigating effect of low-powered incentives. To support a shift in the importer dependence paradigm, we analyze three primary data sets (cross-sectional, temporal and dyadic) along with archival data with PROCESS. Moreover, we show how the interactions studied can lead to the termination of export relationships.