Although experience shows that the exporter and importer jointly contribute towards the attainment of competitive advantage, past studies have separately examined export-related characteristics or import barriers. This article identifies a subset of critical factors that illustrate how the exporter–importer (E-I) dyad creates and maintains competitive advantage. Based on a sample of Greek importers, a path analytic model was developed that empirically demonstrates that product technology sophistication (PTS), product and service quality and importer strategic objectives are important for the attainment of competitive advantage while price competitiveness and trust upon the exporter are not.
Bibliographical noteNOTICE: this is the author’s version of a work that was accepted for publication in Journal of Business Research. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published in Chryssochoidis, George and Theoharakis, Vasilis (2004). Attainment of competitive advantage by the exporter-importer dyad: the role of export offering and import objectives. Journal of Business Research, 57 (4), pp. 329-337. DOI 10.1016/S0148-2963(02)00390-9
- exporter–importer dyad
- product technology sophistication
- exporter trust
- competitive advantage
- international markets