The role of relational social capital in examining exporter-intermediary relationships

Abstract

Purpose

This paper aims to rely on a conceptual model that builds on, and synthesizes, the theoretical foundations of social capital (relational and cognitive) and cooperation. It assumes that the network of relationships and the set of resources embedded within it strongly influence the extent to which exporter-intermediary cooperation occurs.

Design/methodology/approach

Following a quantitative methodological approach, a survey was applied to a sample of exporters to empirically test the proposed model.

Findings

The findings reveal that among the six relationships, five are positively supported. Specifically, this study finds a positive and a significant impact of the two dimensions of social capital: cognitive (shared values) and relational (trust) on both commitment and cooperation. However, it did not support the impact of cognitive social capital on relational social capital.

Research limitations/implications

One possible shortfall of this research relates to the characteristics of different cultural environments that small and medium sized enterprises (SMEs) face which may have influenced the results.

Practical implications

Empirical findings are relevant as they may assist SME managers to invest in business relationships which enable the firms to achieve important competitive advantages.

Originality/value

This article presents the original approach of looking at the link between relational social capital and export-intermediary relationships, which challenges the way this topic is generally examined.

Citation

Carlos M.R. Pinho, J. (2013), "The role of relational social capital in examining exporter-intermediary relationships", European Business Review, Vol. 25 No. 6, pp. 553-570. https://doi.org/10.1108/EBR-03-2013-0037