ABSTRACT
The aim of the project is to gain an understanding of services exporting firms' commitment behaviour to their international distributors and the key success factors leading to exporters' long-term performance. An extensive search of international business literature discovered that the spectrum of the behaviour of services exporting firms is largely ignored and very little is known about the behaviour of Australian services exporting firms. Given the unique socio economic environment, Australian exporters are engaging more with Asian countries in importing and exporting of their goods and services. Furthermore, internationalisation process theory, transaction cost economics, and the resource based theory of the firm have made a substantial contributions in examining driving forces of inter-organisational and international buyer-supplier relationship behaviour. However, our understanding of such theoretical advancement in practice is still ambivalent, especially for the Australian service exporting firms' context. In view of that, the study tends to develop a conceptual model for future researchers to test empirically in an Australian services exporting firms perspective.
Keywords
Australia, export, international distributors