Developing a model of reciprocity in the importer–exporter relationship: The relative efficacy of economic versus social factors

This study develops and tests empirically a model of reciprocity in the importer–exporter relationship from an importer's perspective. A conceptual model with two distinct paths to reciprocity is proposed with a set of economic and social factors that influence an importer's reciprocity in its relationship with foreign exporters. The model is tested with a sample of 200 importers who have purchased industrial products from foreign exporters. The results indicate that reciprocity in the importer–exporter relationship is more heavily influenced by economic factors than by social factors. Theoretical and managerial implications of this study are discussed.