BUYER-SELLER LINKS IN EXPORT DEVELOPMENT

Export development benefits are generated by links between developed country buyers and developing country suppliers. These relationships reduce barriers to entry into developed country markets by acting as conduits for information about marketing and production technology and by providing access to larger industry networks. Benefits are maximized when the relationships are collaborative and long term. In this paper, bicycle and footwear imports into the United States are used to illustrate the formation, maintenance, and effects on developing country reputations of buyer-seller relationships. Public efforts to support developing country firms in forming and maintaining long-term, collaborative relationships are also discussed.