Research Article Published 25 December 2011

Conceptualizing the relationship quality approach for early internationalization of small businesses

How to Cite

How to Cite

Ismail, M. D. (2011). Conceptualizing the relationship quality approach for early internationalization of small businesses. Journal of Business Management and Accounting, 1(2), 83-105. https://doi.org/10.32890/jbma2011.1.2.8911
Md Daud Ismail
School of Management, Faculty of Economic and Management Universiti Kebangsaan Malaysia, Malaysia
Full text
PDF View full text 486 KB · 23 pages XML JATS full text 114 KB · machine readable HTML Read online 66 KB
DOI 10.32890/jbma2011.1.2.8911 Cite this article
Share this article
Citations
0
No citations recorded yet
Reads
122
Abstract + full text
Downloads
116
PDF and XML

Article

Abstract

Despite the inherent liability of resource scarcity, superior performance of small and medium enterprises in foreign market operations has made the study of small firm internationalization a focus of many scholars. Although investigation into the phenomenon abound, the complexity of international business generates intricacy into the research process. This paper discusses an investigation grounded on the composite of Internationalization Models, namely the Uppsala MODEL and the Resource-based view. The explication highlights the critical role of organizational resources and capabilities in leveraging relationship quality with a foreign partner to internationalize at a faster rate. The underlying argument is that a lack of financial and human resources pose a constraint to small businesses to internally generate foreign market knowledge to identify opportunities. Small businesses acquire knowledge by leveraging quality relationship with a foreign partner. This paper conjectures relationship quality as a proxy to the level of knowledge acquisition where the relationship acts as a conduit to information flow. Finally, a conceptual model is proposed and several propositions are also suggested.

Keywords
Relationship quality Small business Emerging market Internationalization Resource based view and Uppsala model

Metrics & impact

Citations by source

Harvested 08-09-2026

Counts differ by index because each source crawls a different corpus. Crossref counts only registered reference lists; Google Scholar includes theses, preprints and grey literature.

OpenAlex
0
Open corpus, updated daily View →
OpenCitations
0
Open references only View →
Crossref
0
Deposited reference lists only View →
Scopus
0 Not indexed
Indexed titles only View →
Google Scholar
Publishes no citation count that can be read automatically.
Includes theses and preprints Search →
Dimensions
Publishes no citation count that can be read automatically.
Includes policy documents Search →

Reads & downloads

Abstract views 122
PDF downloads 116
XML downloads 0
Full-text HTML 0
Counted under COUNTER Release 5 rules; known robots excluded.

Attention beyond citation

Field-weighted citation impact 0.00

From OpenAlex. A field-weighted impact of 1.00 is the world average for work of the same field, type and year. No Altmetric key is configured, so news, policy and social attention are not shown.

Identifiers
DOI · 10.32890/jbma2011.1.2.8911
OpenAlex · W2625295933

References

References 95
Deposited to Crossref with the article DOI
  1. Ambler, T., & Styles, C. (2000). The future of relational research in international marketing: Constructs and conduits. International Marketing Review, 17 (6), 492-508.
  2. Anderson, E. W., Fornell, C., & Rust, R. T. (1997). Customer satisfaction, productivity, and proÞ tability: Differences between goods and services. Marketing Science, 16(2), 129-145.
  3. Anders son, S. (2000). The internationalization of the Þ rm from an entrepreneurial perspective. International Studies of Management & Organization, 30 (1), 63.
  4. Arranz, N., & De Arroyabe, J. C. F. (2009). Internationalization process of Spanish small Þ rms: strategies, transactions and barriers. International Small Business Journal, 27(4), 420-441.
  5. Autio, E., Sapienza, H. J., & Almeida, J. G. (2000). Effects of age at entry, knowledge intensity, and imitability on international growth. Academy of Management Journal, 43(5), 909-924.
  6. Babakus, E., Yavas, U., & Haahti, A. (2006). Perceived uncertainty, networking and export performance: A study of Nordic SMEs. European Business Review, 18(1), 4.
  7. Barney, J. B. (1991). Firm resources and sustained competitive advantage. Journal of Management, 17(1), 99-120.
  8. Barney, J. B., Wright, M., & Ketchen, D. J. (2001). The resource-based view of the firm: Ten years after 1991. Journal of Management, 2 7(6), 625-641.
  9. Bradach, J. L., & Eccles, R. G. (1989). Price, authority, and trust - from ideal types to plural forms. Annual Review of Sociology, 15, 97-118.
  10. Brouthers, L. E., Nakos, G., Hadjimarcou, J., & Brouthers, K. D. (2009). Key factors for successful export performance for small firms. Journal of International Marketing, 17(3), 21-38.
  11. Camison, C., & Villar, A. (2009). Capabilities and propensity for cooperative internationalization. [Article]. International Marketing Review, 26(2), 124-150.
  12. Cannon, J. P., & Homburg, C. (2001). Buyer-supplier relationships and customer firm costs. Journal of Marketing, 65(1), 29-43.
  13. Cassiman, B., & Golovko, E. (2011). Innovation and internationalization through exports. Journal of International Business Studies, 42, 56-75.
  14. Cavusgil, S. T., Deligonul, S., & Zhang, C. (2004). Curbing foreign distributor opportunism: An examination of trust, contracts, and the legal environment in international channel relationships. Journal of International Marketing, 12(2), 7-27.
  15. Chiu, H.-C., Hsieh, Y.-C., Li, Y.-C., & Lee, M. (2005). Relationship marketing and consumer switching behavior. Journal of Business Research, 58(12), 1681-1689.
  16. Coviello, N. E., & Jones, M. V. (2004). Methodological issues in international entrepreneurship research. Journal of Business Venturing, 19(4), 485-508.
  17. Crosby, L. A., Evans, K. R., & Cowles, D. (1990). Relationship quality in services selling - an interpersonal infl uence perspective. Journal of Marketing, 54(3), 68-8 1.
  18. De Clercq, D., Sapienza, H. J., & Crijns, H. (2005). The internationalization of small and medium-sized fi rms. [Article]. Small Business Economics, 24(4), 409-419.
  19. Dorsch, M. J., Swanson, S. R., & Kelley, S. W. (1998). The role of relationship quality in the stratifi cation of vendors as perceived by customers. Journal of the Academy of Marketing Science, 26(2), 128-142.
  20. Dwyer, F. R., Schurr, P. H., & Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 51(2), 11-27.
  21. Eisenhardt, K. M., & Martin, J. A. (2000). Dynamic capabilities: What are they? Strategic Management Journal, 21(10-11), 1105-1121.
  22. Emden, Z., Yaprak, A., & Cavusgil, S. T. (2005). Learning from experience in international alliances: antecedents and firm performance implications. Journal of Business Research, 58(7), 883-892.
  23. Evans, J., & Mavondo, F. T. (2002). Psychic distance and organizational performance: An empirical examination of international retailing operation. Journal of International Business Studies, 33 (3), 515-532.
  24. Fernhaber, S. A., Gilbert, B. A., & McDougall, P. P. (2008). International entrepreneurship and geographic location: An empirical examination of new venture internationalization. Journal of International Business Studies, 39, 267-290.
  25. Fiol, C. M. (2001). Revisiting an identity-based view of sustainable competitive advantage. Journal of Management, 27(6), 691.
  26. Freeman, S., Edwards, R., & Schroder, B. (2006). How smaller born-global firms use networks and alliances to overcome constraints to rapid internationalization. Journal of International Marketing, 14 (3), 33-63.
  27. Gankema, H. G. J., Snuif, H. R., & Zwart, P. S. (2000). The internationalization process of small and medium-sized enterprises: An evaluation of stage theory. Journal of Small Business Management, 38 (4), 15-27.
  28. Gonzalez-Padron, T., Hult, G. T. M., & Calantone, R. (2008). Exploiting innovative opportunities in global purchasing: An assessment of ethical climate and relationship performance. Industrial Marketing Management, 37, 69-82.
  29. Green, K. M., Covin, J. G., & Slevin, D. P. (2008). Exploring the relationship between strategic reactiveness and entrepreneurial orientation: The role of structure-style fit. Journal of Business Venturing, 23 (3), 356-383.
  30. Griffi th, D. A., & Harvey, M. G. (2001). Executive insights: An intercultural communication model for use in global interorganizational networks. Journal of International Marketing, 9 (3), 87-103.
  31. Griffi th, D. A., Myers, M. B., & Harvey, M. G. (2006). An investigation of national culture’s infl uence on relationship and knowledge resources in interorganizational relationships between Japan and the United States. Journal of International Marketing, 14(3), 1-32.
  32. Reid, S. D. (1981). The decision-maker and export entry and expansion. Journal of International Business Studies, 12(2), 101-112.
  33. Gripsrud, G., Solberg, C. A., Ulvnes, A. M., & Carl Arthur, S. (2006). The effect of information collection behaviour on market performance: the role of partner relationships. Advances in International Marketing (Vol. Volume 16, pp. 135-155): JAI.
  34. Haahti, A., Madupu, V., Yavas, U., & Babakus, E. (2005). Cooperative strategy, knowledge intensity and export performance of small and medium sized enterprises. Journal of World Business, 40(2), 124-138.
  35. Hallen, L., Johanson, J., & Seyedmohamed, N. (1991). InterÞ rm adaptation in business relationships. Journal of Marketing, 55(2), 29-37.
  36. Harris, W., & Wheeler, C. (2005). Entrepreneurs’ relationships for internationalization: Functions, origins and strategies. International Business Review, 14, 187-207.
  37. Homburg, C., Krohmer, H., Cannon, J. P., & Kiedaisch, I. (2002). Customer satisfaction in transnational buyer-supplier relationships. Journal of International Marketing, 10(4), 1-29.
  38. Hughes, M., & Morgan, R. E. (2007). Deconstructing the relationship between entrepreneurial orientation and business performance at the embryonic stage of Þrm growth. Industrial Marketing Management, 36(5), 65 1-661.
  39. Hult, G. T. M., Ketchen, D. J., & Slater, S. F. (2005). Market orientation and performance: An integration of disparate approaches. Strategic Management Journal, 26(12), 1173-1181.
  40. Ireland, R. D., Hitt, M. A., & Sirmon, D. G. (2003). A model of strategic entrepreneurship: The construct and its dimensions. Journal of Management, 29(6), 963-989.
  41. Jackson, S., & Crockenberg, S. (1998). A comparison of suggestibility in 4-year-old girls in response to parental or stranger misinformation. Journal of Applied Developmental Psychology, 19 (4), 527-542.
  42. Jantunen, A., Nummela, N., Puumalainen, K., & Saarenketo, S. (2008). Strategic orientations of born globals - Do they really matter? Journal of World Business, 43(2), 158-170.
  43. Johanson, J., & Mattsson, L.-G. (1988). Internationalization in industrial systems: A network approach. In N. a. V. Hood, J.-E. (Eds) (Ed.), Strategies in Global Competition. London: Croom Helm.
  44. Johanson, J., & Vahlne, J.-E. (2003). Business relationship learning and commitment in the internationalization process. Journal of International Entrepreneurship, 1(1), 83-101.
  45. Johanson, J., & Vahlne, J. E. (1977). Internationalization process of Þrm - model of knowledge development and increasing foreign market commitments. [Article]. Journal of International Business Studies, 8 (1), 23-32.
  46. Johnson, J. L., Sakano, T., Cote, J. A., & Onzo, N. (1993). The exercise of interÞ rm power and its repercussions in United States-Japanese channel relationships. Journal of Marketing, 57 (2), 1-10.
  47. Kaleka, A. (2002). Resources and capabilities driving competitive advantage in export markets: Guidelines for industrial exporters. [Article]. Industrial Marketing Management, 31(3), 273-283.
  48. Kent, J., & Mentzer, J. (2003). The effect of investment in interorganizational information technology in a retail supply chain. Journal of Business Logistic, 24(2), 155-175.
  49. Ketchen, D. J., Hult, G. T. M., & Slater, S. F. (2007). Toward greater understanding of market orientation and the resource-based view. Strategic Management Journal, 28(9), 961-964.
  50. Kirca, A. H., Jayachandran, S., & Bearden, W. O. (2005). Market orientation: A meta-analytic review and assessment of its antecedents and impact on performance. Journal of Marketing, 69(2), 24-4 1.
  51. Knight, G. A., & Cavusgil, S. T. (2004). Innovation, organizational capabilities, and the born-global Þrm. Journal of International Business Studies, 35, 124-141.
  52. Knight, G. A., & Liesch, P. W. (2002). Information internalisation in internationalising the Þ rm. [Article]. Journal of Business Research, 55(12), 981-995.
  53. Koza, M., & Lewin, A. (2000). Managing partnerships and strategic alliances: Raising the odds of success. European Management Journal, 18 (2), 146-151.
  54. Kumar, N., Scheer, L. K., & Steenkamp, J. B. E. M. (1995). The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32(3), 348-356.
  55. Lages, C., Lages, C. R., & Lages, L. F. (2005). The RELQUAL scale: A measure of relationship quality in export market ventures. Journal of Business Research, 58(8), 1040-1048.
  56. Leonidou, L. C., & Katsikeas, C. S. (1996). The export development process: An integrative review of empirical models. Journal of International Business Studies, 27(3), 517-551.
  57. Liesch, P. W., & Knight, G. A. (1999). Information internalization and hurdle rates in small and medium enterprise internationalization. Journal of International Business Studies, 30(2), 383-394.
  58. Lopez, L. E., Kundu, S. K., & Ciravegna, L. (2009). Born global or born regional? Evidence from an exploratory study in the Costa Rican software industry. [Article]. Journal of International Business Studies, 40 (7), 1228-1238.
  59. Mahoney, J. T., & Pandian, J. R. (1992). The resource-based view within the conversation of strategic management [Review]. Strategic Management Journal, 13(5), 363-380.
  60. Mavondo, F. T., & Rodrigo, E. M. (2001). The effect of relationship dimensions on interpersonal and interorganizational commitment in organizations conducting business between Australia and China. Journal of Business Research, 52 (2), 111-121.
  61. McDougall, P. P., & Oviatt, B. M. (2000). International entrepreneurship: The intersection of two research paths. Academy of Management Journal, 43 (5), 902-906.
  62. Mohr, J. J., & Nevin, J. R. (1990). Communication strategies in marketing channels - a theoretical perspective. Journal of Marketing, 54(4), 36-51.
  63. Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3), 20-38.
  64. Murray, J. Y., Gao, G. Y., Kotabe, M., & Zhou, N. (2007). Assessing measurement invariance of export market orientation: A study of Chinese and non-Chinese Þrms in China. Journal of International Marketing, 15, 41-62.
  65. Musteen, M., Francis, J., & Datta, D. K. (2010). The inß uence of international networks on internationalization speed and performance: A study of Czech SMEs. [Article]. Journal of World Business, 45(3), 197-205.
  66. Nasution, H. N., & Mavondo, F. T. (2008). Organisational capabilities: Antecedents and implications for customer value. European Journal of Marketing, 42(3-4), 477-501.
  67. Naude, P., & Buttle, F. (2000). Assessing relationship quality. Industrial Marketing Management, 29(4), 351-361.
  68. Nes, E. B., Solberg, C. A., & Silkoset, R. (2007). The impact of national culture and communication on exporter-distributor relations and on export performance. International Business Review, 16 (4), 405-424.
  69. Nevins, J. L., & Money, R. B. (2008). Performance implications of distributor effectiveness, trust, and culture in import channels of distribution. Industrial Marketing Management, 37 (1), 46-58.
  70. Nguyen, T. T. M., Barrett, N. J., & Nguyen, T. D. (2007). The role of market and learning orientations in relationship quality: Evidence from Vietnamese exporters and their foreign importers. Advances in International Marketing (Volume 17, pp. 107-133): JAI.
  71. Oviatt, B. M., & McDougall, P. P. (1994). Toward a theory of international new ventures. [Article]. Journal of International Business Studies, 25 (1), 45-64.
  72. Palmatier, R. W., Dant, R. R., Grewal, D., & Evans, K. R. (2006). Factors inß uencing the effectiveness of relationship marketing: A meta-analysis. Journal of Marketing, 70(4), 136-153.
  73. Phan, M. C. T., Styles, C. W., & Patterson, P. G. (2005). Relational competency’s role in Southeast Asia business partnerships. Journal of Business Research, 58 (2), 173-184.
  74. Polo-Redondo, Y., & Cambra-Fierro, J. (2008). Inß uence of the standardization of a firm’s productive process on the long-term orientation of its supply relationships: An empirical study. Industrial Marketing Management, 37(4), 407-420.
  75. Racela, O. C., Chaikittisilpa, C., & Thoumrungroje, A. (2007). Market orientation international business relationships and perceived export performance. International Marketing Review, 24 (2), 144-163.
  76. Ramstrom, J. (2008). Inter-organizational meets inter-personal: An exploratory study of social capital processes in relationships between Northern European and ethnic Chinese fi rms. Industrial Marketing Management, 37(5), 502-5 12.
  77. Reuber, A. R., & Fischer, E. (1997). The inß uence of the management team’s international experience on the internationalization behaviors of SMEs. [Article]. Journal of International Business Studies, 28 (4), 807-825.
  78. Rose, G. M., & Shoham, A. (2002). Export performance and market orientation: Establishing an empirical link. Journal of Business Research, 55(3), 217-225.
  79. Ruzzier, M., Antoncic, B., Hisrich, R. D., & Konecnik, M. (2007). Human capital and SME internationalization: A structural equation modeling study. [Article]. Canadian Journal of Administrative Sciences-Revue Canadienne Des Sciences De L Administration, 24 (1), 15-29.
  80. Saleh, M., & Ali, Y. (2009). Determinant of importer commitment in international exchange: An agenda for future research. Journal of Management and Organisation, 15(1).
  81. Sapienza, H. J., Autio, E., George, G., & Zahra, S. A. (2006). A capabilities perspective on the effects of early internationalization on Þrm survival and growth. Academy of Management Review, 31(4), 914-933.
  82. Schwens, C., & Kabst, R. (2009). How early opposed to late internationalizers learn: Experience of others and paradigms of interpretation. International Business Review, 18, 509-522.
  83. Shoham, A., Rose, G. M., & Kropp, F. (2005). Market orientation and performance: A meta-analysis. Marketing Intelligence & Planning, 23 (4/5), 435.
  84. Slater, S. F., & Narver, J. C. (1995). Market orientation and the learning organization. Journal of Marketing, 59(3), 63-74.
  85. Srivastava, R. K., Fahey, L., & Christensen, H. K. (2001). The resource-based view and marketing: The role of market-based assets in gaining competitive advantage. Journal of Management, 2 7(6), 777.
  86. Stam, W., & Elfring, T. (2008). Entrepreneurial orientation and new venture performance: The moderating role of intra and extraindustry social capital. Academy of Management Journal, 51 (1), 97-111.
  87. Storz, M. L. (1999). Malay and Chinese values underlying the Malaysian business culture. International Journal of Intercultural Relation, 23 (1), 117-131.
  88. Teece, D. J., Pisano, G., & Shuen, A. (1997). Dynamic capabilities and strategic management. Strategic Management Journal, 18 (7), 509-533.
  89. Toyne, B. (1989). International exchange - a foundation for theory building in international business. Journal of International Business Studies, 20 (1), 1-17.
  90. Weerawardena, J., Mort, G. S., Liesch, P. W., & Knight, G. (2007). Conceptualizing accelerated internationalization in the born global Þrm: A dynamic capabilities perspective. Journal of World Business, 42(3), 294-306.
  91. Westhead, P., Wright, M., & Ucbasaran, D. (2001). The internationalization of new and small Þ rms: A resource-based view. Journal of Business Venturing, 16(4), 333-358.
  92. Wheeler, C., Ibeh, K., & Dimitratos, P. (2008). UK export performance research: Review and implications. International Small Business Journal, 26(2), 207-239.
  93. Wright, M., Westhead, P., & Ucbasaran, D. (2007). Internationalization of small and medium-sized enterprises (SMEs) and international entrepreneurship: A critique and policy implications. Regional Studies, 41(7), 1013-1029.
  94. Wu, F., Sinkovics, R. R., Cavusgil, S. T., & Roath, A. S. (2007). Overcoming export manufacturers’ dilemma in international expansion. [Review]. Journal of International Business Studies, 38(2), 283-302.
  95. Zhou, L. (2007). The effects of entrepreneurial proclivity and foreign market knowledge on early internationalization. Journal of World Business, 42(3), 281-293.