Abstract
| Original language | English |
|---|---|
| Title of host publication | Distance in International Business: Concept, Cost and Value |
| Editors | Alain Verbeke, Jonas Puck, Rob van Tulder |
| Publisher | Emerald Publishing |
| Pages | 207 - 222 |
| Number of pages | 16 |
| ISBN (Electronic) | 978-1-78743-718-0 |
| ISBN (Print) | 978-1-78743-719-7 |
| Publication status | Published - 2017 |
Publication series
| Name | Progress in International Business Research |
|---|---|
| Publisher | Emerald Publishing |
| Volume | 12 |
| ISSN (Print) | 1745-8862 |
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Why Does Psychic Distance Inhibit International Buyer–Supplier Relationships? / Tierean, Silviu Horia; Berens, Guido A.J.M.
Distance in International Business: Concept, Cost and Value. ed. / Alain Verbeke; Jonas Puck; Rob van Tulder. Emerald Publishing, 2017. p. 207 - 222 9 (Progress in International Business Research; Vol. 12).Research output: Chapter in Book/Report/Conference proceeding › Chapter (peer-reviewed)
TY - CHAP
T1 - Why Does Psychic Distance Inhibit International Buyer–Supplier Relationships?
AU - Tierean, Silviu Horia
AU - Berens, Guido A.J.M.
PY - 2017
Y1 - 2017
N2 - In spite of technological advances and the removal or reduction of tariffs and other barriers to trade, international buyer-supplier relationships often struggle. In this conceptual paper, we examine how purchase intentions are influenced by the effects of the psychic distance between the countries where the buyer and the supplier reside. We look into the causal mechanism through which the psychic distance between the buyer and the supplier influences the extent to which the two will enter a business relationship. Two causal pathways are proposed, a more emotional pathway, through organizational identification, as predicted by the psychological distance theory, and a more rational pathway, through trust and expected relationship quality, as predicted by internationalization theory.
AB - In spite of technological advances and the removal or reduction of tariffs and other barriers to trade, international buyer-supplier relationships often struggle. In this conceptual paper, we examine how purchase intentions are influenced by the effects of the psychic distance between the countries where the buyer and the supplier reside. We look into the causal mechanism through which the psychic distance between the buyer and the supplier influences the extent to which the two will enter a business relationship. Two causal pathways are proposed, a more emotional pathway, through organizational identification, as predicted by the psychological distance theory, and a more rational pathway, through trust and expected relationship quality, as predicted by internationalization theory.
M3 - Chapter (peer-reviewed)
SN - 978-1-78743-719-7
T3 - Progress in International Business Research
SP - 207
EP - 222
BT - Distance in International Business: Concept, Cost and Value
A2 - Verbeke, Alain
A2 - Puck, Jonas
A2 - van Tulder, Rob
PB - Emerald Publishing
ER -