Developing interaction capabilities of small export suppliers in term of export involvement

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Talay, C. ORCID: 0000-0003-4696-6276, 2012. Developing interaction capabilities of small export suppliers in term of export involvement. In: 28th IMP Conference, Università Cattolica del Sacro Cuore, Rome, Italy, 13-15 September 2012.

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Abstract

Purpose of the paper and literature addressed: The purpose of this paper is to empirically investigate the developing interaction capabilities of small export suppliers in term of export involvement and how they influence their relationships with importers. Prior studies in the business to business marketing (Johnsen and Ford, 2006) and in the international marketing (Lages et al., 2009 and Pagano, 2009) have explored that relational capabilities are important, which influence the positions and strategies of international firms within their network. However, there has been lack of empirical research in the area of developing relational capabilities of small export suppliers in term of export involvement and their influence on relationships with importers.
Research Method: It has investigated developing interaction capabilities within 10 small export suppliers in Turkey regarding export involvement. It is purposed to contribute to the knowledge of relational capabilities from international relationship perspective.
Research Findings: The research findings have revealed that the level of export involvement with importer much depends upon the interaction capabilities held by small export suppliers. Developing interaction capabilities draw importers’ attention and provide opportunities to small export suppliers for being nominated and offered a better positioning in importers’ networks.
Main Contribution: The paper contributes to the knowledge of interaction capabilities from an international perspective, export involvement of small export suppliers in particular. In addition, the paper suggests how small export suppliers can increase the level of export involvement by developing interaction capabilities through the enhancement of relationships with importers. The theoretical contribution will be the specific interaction capabilities, which are significant in export involvement stages, controlled by small export suppliers.

Item Type:	Conference contribution
Description:	Work-in-progress paper
Creators:	Talay, C.
Date:	2012
Divisions:	Schools > Nottingham Business School
Record created by:	Linda Sullivan
Date Added:	10 Nov 2015 09:12
Last Modified:	09 Jun 2017 13:56
URI:	https://irep.ntu.ac.uk/id/eprint/26207