Developed Countries’ (DC) Buyers Apply Higher Levels of Power over the Exporters from A Country such as Pakistan: A Perceptual Study

Abstract

The power aspect in conceptualising importer-exporter interaction is very critical, but few studies are available concerning this issue in the context of export distribution channels. This article explores the power-related dimension of importer-exporter interaction. An effort has been made to discern the pattern of perceptual differences between a number of importer-exporter pairs. It has been found that broadly speaking, the importer exercises higher levels of power over the exporter rather than vice-versa. But the perceptual differences between the importer and exporter do not follow a systematic pattern. Research efforts have significant implications for the exporters’ community, generally in developed and particularly in developing countries such as Pakistan.