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dc.contributor.authorAlteren, Gro
dc.contributor.authorTudoran, Ana Alina
dc.date.accessioned2016-03-09T10:37:30Z
dc.date.available2016-03-09T10:37:30Z
dc.date.issued2015-07-29
dc.description.abstractThis study examines the extent to which behavioral commitment and communication mediate the effect of customer orientation on export performance such as satisfaction with the percentage margin, capability of payment, and level of complaints. The research was carried out in the Norwegian seafood industry with a sample of 105 exporters. Length of the relationship, firm size and environmental uncertainties are considered as covariates. The results show that behavioral commitment and communication fully mediate the relationship between exporter´s customer orientation and customer’s payment capability. Furthermore, communication mediates the relationship between customer orientation and the level of customer complaints. The results do not support the view that behavioral commitment and/or communication are key mechanisms promoting exporter’s satisfaction with the margins. The more predictable and stable the environment is in the export market, the more likely it is that the exporter is pleased with the level of complaints and the percentage margin.en_US
dc.descriptionAccepted manuscript version. Published version at <a href=http://doi.org/10.1016/j.ibusrev.2015.07.004>http://doi.org/10.1016/j.ibusrev.2015.07.004</a>. License in accordance with the journal's policy - <a href=http://creativecommons.org/licenses/by-nc-nd/4.0/>CC-BY-NC-ND</a>.en_US
dc.identifier.citationInternational Business Review 2015, 25(1):370-381en_US
dc.identifier.cristinIDFRIDAID 1254482
dc.identifier.doi10.1016/j.ibusrev.2015.07.004
dc.identifier.issn0969-5931
dc.identifier.urihttps://hdl.handle.net/10037/8801
dc.identifier.urnURN:NBN:no-uit_munin_8387
dc.language.isoengen_US
dc.publisherElsevieren_US
dc.rights.accessRightsopenAccess
dc.subjectBehavioral commitmenten_US
dc.subjectcommunicationen_US
dc.subjectcustomer orientationen_US
dc.subjectexport performanceen_US
dc.subjectseafooden_US
dc.subjectNorwayen_US
dc.subjectPLSen_US
dc.subjectVDP::Samfunnsvitenskap: 200::Økonomi: 210en_US
dc.titleEnhancing export performance: Betting on customer orientation, behavioral commitment, and communicationen_US
dc.typeJournal articleen_US
dc.typeTidsskriftartikkelen_US
dc.typePeer revieweden_US


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