Title: Safeguarding export and import transactions through relationships and networking

Authors: Richard Glavee-Geo; Per Engelseth

Addresses: Department of International Business, Norwegian University of Science and Technology, P.O. Box 1517, 6025 Aalesund, Norway ' Faculty of Logistics, Molde University College, P.O. Box 2110, 6402 Molde, Norway

Abstract: This paper provides insight into some notable factors in safeguarding business transactions. Firms in the Sunnmøre region of Norway use a variety of governance forms to secure and safeguard international business transactions. These governance forms impact on the quality of international buyer-supplier relationships and export performance. Institutionally embedded governance forms should take into consideration: the export market condition; product characteristics; documentation requirements/payment methods; and type of customer and the destination of exported goods. The choice of governance form(s) depend on these underlying factors due to the uncertainty/complexity of international trade and the investment in specific assets. Multiple case examples elicit the commonality of themes despite differences in firms products, strategies and business models. Though findings of this study cannot be generalised due to the limited case examples and explorative nature of the study, it may be possible to transfer some of the general statements across industries and regions.

Keywords: international buyer-supplier relationships; networking; contracts; trust-based relational contracting; export-import relationships; securing; transaction safeguarding; governance forms; export transactions; import transactions; exporting; Norway; international business transactions; market conditions; product characteristics; documentation requirements; payment methods; customer types; exports destinations.

DOI: 10.1504/IJEXPORTM.2016.076849

International Journal of Export Marketing, 2016 Vol.1 No.1, pp.48 - 76

Received: 05 Sep 2015
Accepted: 08 Feb 2016
Published online: 01 Jun 2016 *

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