On importer trust and commitment: a comparative study of two developing countries

Purpose Relationship trust and commitment are two key dimensions of international exchanges. Both have been extensively investigated from an exporter (as opposed to importer) perspective in developed country (as opposed to developing country) contexts. To address these gaps, this paper aims to develop a model of antecedents and outcomes of importer trust and commitment in two developing countries. Design/methodology/approach The paper tests the proposed model using data from Chile and Bangladesh. Hypotheses are tested using structural equation modeling (SEM). Findings SEM analysis reveals that most of the hypotheses are supported in both the Bangladeshi and Chilean context. The findings of this paper also suggest that the effects of importer transaction‐specific investments on importer commitment are distinct in the Bangladeshi context.…