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Title Relationship between exporters and their foreign sales and marketingintermediaries [electronic resource] / guest edited by Carl Arthur Solberg
Imprint Amsterdam ; Oxford : Elsevier JAI, 2006
book jacket
Descript 1 online resource (388 p.) : ill
Series Advances in international marketing, 1474-7979 ; v. 16
Advances in international marketing ; v. 16
Note Includes bibliographical references
Introduction / Carl Arthur Solberg -- Factors affecting SME export channel choice in foreign markets / Kent Eriksson, Jukka Hohenthal, Jessica Lindbergh -- Beyond transaction cost determinants: an integrated framework for export intermediary selection in emerging economies / Xufei Ma -- Legal versus relational ordering in channel governance: the case of the manufacturer and its foreign distributor / Seyda Deligonul, S.Tamer Cavusgil -- Relational drivers, controls and relationship quality in exporter-foreign middleman relations / Carl Arthur Solberg -- Delivering value: market orientation and distributor selection in export markets / Andre Beaujanot Q, Larry Lockshin, Pascale Quester-- The effect of information collection behavior on market performance: the role ofpartner relationships / Geir Gripsrud, Carl Arthur Solberg, Arne M. Ulvnes -- Utilizing relational governance in export relationships: leveraging learning and improving flexibility and satisfaction / Anthony S. Roath, Rudolf R. Sinkovics -- Managing channel relations in China: an exploratory study / Paul Matthyssens, Wouter Faes -- Buyer tolerance of conflict in cross national business relationships: an empiricalstudy / Inger Beate Pettersen, Aksel I. Rokkan -- Identifying differences in foreign customers' relational behavior: an exploratory study using multidimensional scaling / Bj©œrn Sven Ivens -- An exploratory examinationof the factors influencing distributor self-perceived power in channelrelationships: a seven country study / Goksel Yalcinkaya, David A. Griffith -- Timing and sequencing of strategic actions in internationalization processes involving intermediaries: a network perspective / Per Andersson, Lars-Gunnar Mattsson -- The termination dilemma of foreign intermediaries: performance,anti-shirking measures and hold-up safeguards/ Bent Petersen, Torben Pedersen, Gabriel R.G. Benito -- Exporter governance of integrated and independent marketing channel members in international markets: moderating effects of stage of relationships and operation mode / Carl Arthur Solberg
Middlemen in international markets are one of the most critical components of firms' international marketing strategy. They constitute the main link between the exporter and the local market, and are thereby the 'extended arm' of the exporter organisation. This volume of "AIM" analyses different aspects of relations between exporters and their middlemen: selection and governance, information exchange and learning, cultural aspects and finally, the dynamics of such relations. The volume should be seen as a continuation of a stream of literature that has emerged over the last five to ten years. This volume is more concerned with the phenomena under study than with casting light on one particular theoretical perspective. The contributions represented here are therefore drawing on a number of different theoretical streams: agency theory, transaction cost economics, network theory, economic sociology, resource base theory and its applied 'offspring', Internationalisation Process school of thought. It features researchers from universities in nine different countries, representing both well-established and young academicians. This is a manifest indication of the importance of this field of research. The book is an invaluable asset to students both at the graduate and doctoral levels, and should be a must for researchers in this particular field. Also practitioners will find this book stimulating in their quest for improvements to their relations with their foreign middlemen
Description based on print version record
Link Print version: Relationship between exporters and their foreign sales and marketing intermediaries. Amsterdam ; Oxford : Elsevier JAI, 2006 0762312866 (OCoLC)62533210
Subject Export marketing
Distributors (Commerce) -- Foreign countries
Export trading companies
International trade. bicssc
Sociology: work & labour. bicssc
Business & Economics -- International -- Marketing. bisacsh
Alt Author Solberg, Carl Arthur
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