Purpose

This study aims to determine the moderating role of trust on the influence of export incentives over importer role performance. The mediating role of importer role performance and the impact of export incentives on exporter performance have also been investigated.

Design/methodology/approach

This study used survey as the main data collection method to obtain data from 105 executives of exporting firms. An official database of export firms was provided to this study by the Department of Export Promotion, Ministry of Commerce of Thailand.

Findings

Significant partial moderation effect of trust on the impact of export incentives over importer role performance has been seen. Also, this study found a partial mediating role of the importer role performance in mediating the association of export incentives and exporter performance. In addition, export incentives in the form of credible channel policies and price and financial incentives have been found to have a significant positive effect on importer role performance.

Practical implications

This study will be of practical value for practitioners or managers of export firms because it is essential to enhance trust with importers and select the appropriate export incentives for importers. This could enhance competitiveness of the export firms.

Originality/value

This is an original attempt to investigate the role of trust as moderator in influencing the impact of export incentives on importer role performance. Also, this study initially ascertains the mediating effect of importer role performance in mediating the effectiveness of both monetary and non-monetary incentives on exporter performance.

中文翻译：

---

信任在影响东盟出口商出口激励有效性方面的调节作用

目的

本研究旨在确定信任对出口激励对进口商角色绩效影响的调节作用。还研究了进口商角色绩效的中介作用和出口激励措施对出口商绩效的影响。

设计/方法/途径

本研究以调查为主要数据收集方法，从 105 名出口企业的高管中获取数据。泰国商务部出口促进司为这项研究提供了一个出口公司的官方数据库。

发现

已经看到信任对出口激励对进口商角色绩效影响的显着部分调节作用。此外，本研究发现进口商角色绩效在调解出口激励和出口商绩效之间的关联中起部分中介作用。此外，已发现以可靠的渠道政策、价格和财务激励形式出现的出口激励措施对进口商的角色绩效具有显着的积极影响。

实际影响

这项研究对出口公司的从业者或管理者具有实用价值，因为它对于增强与进口商的信任并为进口商选择适当的出口激励措施至关重要。这可以提高出口公司的竞争力。

原创性/价值

这是调查信任作为调节剂在影响出口激励措施对进口商角色绩效的影响中的作用的最初尝试。此外，本研究初步确定了进口商角色绩效在调节货币和非货币激励对出口商绩效的有效性方面的中介作用。