The Effect of Adaptation, Communication and Cooperation on Commitment and Trust and Their Role in Export Performance

The main purpose of this study is to investigate effect of adaptation, communication and cooperation on commitment and trust and their role on export performance by considering the moderating role of inefficient competition. This study is categorized as applied and descriptive. The statistical population was consisted of 600 managers and experts of companies exporting petroleum and petrochemical products in Tehran. According to the Cochran's formula, the sample size was calculated to 234 people and for sampling, the available sampling method was used. Data collection was done by a questionnaire of Hasaballah et al. (2019), Li & Zhang (2007) and Boso et al. (2019). The content validity of questionnaire was confirmed using Delphi model and expert's opinion and its reliability was confirmed by Cronbach's alpha coefficient. Data analysis was performed using the structural equation modeling (SEM) in Amos software. Findings showed that Adaptation, communication and cooperation have a positive and significant effect on trust and commitment in companies exporting petroleum and petrochemical products. Also, commitment and trust have a positive and significant effect on the export performance of these companies. In addition, the moderating role of inefficient competition in the relationship between trust and commitment to export performance was confirmed