Can differences be turned to positives? An empirical investigation of psychic distance, trust, and commitment in Malaysian exporters

Journal of Transnational Management Pub Date : 2020-01-02 DOI:10.1080/15475778.2019.1693218

Omer F. Genc, Abdel Hafiez Ali Hasaballah, T. Khoa, Viput Ongsakul, Z. Ahmed

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引用次数: 1

Abstract

Abstract Relationship development has become a critical dimension of international performance for exporters. Differences between markets have been proposed as determinants of relationship development. As a concept relating to those differences, psychic distance is an influential factor in relationship development, but the literature provides mix empirical evidence about its effects. We analyzed the impact of psychic distance on two central constructs of relationship: trust and commitment, in the context of Malaysia. Our survey results from Malaysian exporters indicate that psychic distance affects trust, but not commitment. More importantly, we found different results for dimensions of psychic distance. While cultural differences affect trust negatively, business-legal difference and differences in product adaptation have positive effects on trust. The reasons for and implications of these results, as well as new avenues for future research, are discussed.

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差异能转化为积极因素吗？马来西亚出口商心理距离、信任和承诺的实证研究

摘要发展关系已成为出口商国际业绩的一个重要方面。市场之间的差异被认为是关系发展的决定因素。作为一个与这些差异相关的概念，心理距离是关系发展的一个影响因素，但文献提供了关于其影响的混合经验证据。我们在马来西亚的背景下分析了心理距离对关系的两个核心结构的影响：信任和承诺。我们对马来西亚出口商的调查结果表明，心理距离会影响信任，但不会影响承诺。更重要的是，我们发现了心理距离维度的不同结果。文化差异对信任产生负面影响，而商业法律差异和产品适应差异对信任具有正向影响。讨论了这些结果的原因和影响，以及未来研究的新途径。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Transnational Management Social Sciences-Development

CiteScore

2.30

自引率

0.00%

发文量

期刊介绍： As the economic marketplace expands across continents and cultures, it is essential to establish a world-wide network of ideas and information that serves your transnational business interests. The Journal of Transnational Management (retitled from the Journal of Transnational Management Development to better reflect its focus) is an international forum that examines management research, teaching and training techniques, consulting, and development issues from a multicultural perspective, presenting practical business strategies that produce results on a global scale. The Journal of Transnational Management is a comprehensive resource for management in foreign environments, presenting an exchange of conceptual and empirical research on an international level. Articles written by business practitioners, management development experts, and academicians address issues related to firms, public enterprises, educational institutions, and nonprofit organizations throughout the world.