Relationship between exporters and their foreign sales and marketing intermediaries:
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&quo...
Gespeichert in:
| Format: | Elektronisch E-Book |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Amsterdam ; Oxford
Elsevier JAI
2006
|
| Schriftenreihe: | Advances in international marketing
v. 16 |
| Schlagworte: | |
| Online-Zugang: | DE-634 DE-1043 DE-M347 DE-523 DE-91 DE-473 DE-19 DE-355 DE-703 DE-20 DE-706 DE-824 DE-29 DE-739 DE-1046 Volltext |
| Zusammenfassung: | 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 |
| Beschreibung: | 1 Online-Ressource (388 Seiten) ill |
| ISBN: | 1849503974 9781849503976 |
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| contents | 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 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 empirical study / Inger Beate Pettersen, Aksel I. Rokkan -- Identifying differences in foreign customers' relational behavior: an exploratory study using multidimensional scaling / Björn Sven Ivens -- An exploratory examination of the factors influencing distributor self-perceived power in channel relationships: 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 -- 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 of partner relationships / Geir Gripsrud, Carl Arthur Solberg, Arne M. Ulvnes -- |
| ctrlnum | (ZDB-1-EPB)ocm77517417 (DE-599)BVBBV048845612 |
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| genre | (DE-588)4143413-4 Aufsatzsammlung gnd-content |
| genre_facet | Aufsatzsammlung |
| id | DE-604.BV048845612 |
| illustrated | Illustrated |
| index_date | 2024-07-03T21:39:04Z |
| indexdate | 2025-01-15T19:00:59Z |
| institution | BVB |
| isbn | 1849503974 9781849503976 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-034110952 |
| oclc_num | 77517417 |
| open_access_boolean | |
| owner | DE-634 DE-1043 DE-M347 DE-523 DE-91 DE-BY-TUM DE-473 DE-BY-UBG DE-19 DE-BY-UBM DE-355 DE-BY-UBR DE-703 DE-20 DE-706 DE-824 DE-29 DE-739 DE-1046 |
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| physical | 1 Online-Ressource (388 Seiten) ill |
| psigel | ZDB-1-EPB |
| publishDate | 2006 |
| publishDateSearch | 2006 |
| publishDateSort | 2006 |
| publisher | Elsevier JAI |
| record_format | marc |
| series2 | Advances in international marketing |
| spelling | Relationship between exporters and their foreign sales and marketing intermediaries guest edited by Carl Arthur Solberg Amsterdam ; Oxford Elsevier JAI 2006 1 Online-Ressource (388 Seiten) ill c rdamedia cr rdacarrier Advances in international marketing v. 16 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 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 empirical study / Inger Beate Pettersen, Aksel I. Rokkan -- Identifying differences in foreign customers' relational behavior: an exploratory study using multidimensional scaling / Björn Sven Ivens -- An exploratory examination of the factors influencing distributor self-perceived power in channel relationships: 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 -- 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 of partner relationships / Geir Gripsrud, Carl Arthur Solberg, Arne M. Ulvnes -- 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 Business & Economics International International trade Sociology: work & labour Distributors (Commerce) Foreign countries Export marketing Export trading companies Absatzmittler (DE-588)4124514-3 gnd rswk-swf Geschäftsverbindung (DE-588)4314530-9 gnd rswk-swf Auslandsgeschäft (DE-588)4003763-0 gnd rswk-swf Exportmarketing (DE-588)4153393-8 gnd rswk-swf (DE-588)4143413-4 Aufsatzsammlung gnd-content Auslandsgeschäft (DE-588)4003763-0 s Exportmarketing (DE-588)4153393-8 s Geschäftsverbindung (DE-588)4314530-9 s Absatzmittler (DE-588)4124514-3 s DE-604 Solberg, Carl Arthur Sonstige oth Erscheint auch als Druck-Ausgabe Relationship between exporters and their foreign sales and marketing intermediaries Amsterdam ; Oxford : Elsevier JAI, 2006 0762312866 https://www.emerald.com/insight/publication/doi/10.1016/S1474-7979(2006)16 Verlag URL des Erstveröffentlichers Volltext |
| spellingShingle | Relationship between exporters and their foreign sales and marketing intermediaries 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 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 empirical study / Inger Beate Pettersen, Aksel I. Rokkan -- Identifying differences in foreign customers' relational behavior: an exploratory study using multidimensional scaling / Björn Sven Ivens -- An exploratory examination of the factors influencing distributor self-perceived power in channel relationships: 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 -- 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 of partner relationships / Geir Gripsrud, Carl Arthur Solberg, Arne M. Ulvnes -- Business & Economics International International trade Sociology: work & labour Distributors (Commerce) Foreign countries Export marketing Export trading companies Absatzmittler (DE-588)4124514-3 gnd Geschäftsverbindung (DE-588)4314530-9 gnd Auslandsgeschäft (DE-588)4003763-0 gnd Exportmarketing (DE-588)4153393-8 gnd |
| subject_GND | (DE-588)4124514-3 (DE-588)4314530-9 (DE-588)4003763-0 (DE-588)4153393-8 (DE-588)4143413-4 |
| title | Relationship between exporters and their foreign sales and marketing intermediaries |
| title_auth | Relationship between exporters and their foreign sales and marketing intermediaries |
| title_exact_search | Relationship between exporters and their foreign sales and marketing intermediaries |
| title_exact_search_txtP | Relationship between exporters and their foreign sales and marketing intermediaries |
| title_full | Relationship between exporters and their foreign sales and marketing intermediaries guest edited by Carl Arthur Solberg |
| title_fullStr | Relationship between exporters and their foreign sales and marketing intermediaries guest edited by Carl Arthur Solberg |
| title_full_unstemmed | Relationship between exporters and their foreign sales and marketing intermediaries guest edited by Carl Arthur Solberg |
| title_short | Relationship between exporters and their foreign sales and marketing intermediaries |
| title_sort | relationship between exporters and their foreign sales and marketing intermediaries |
| topic | Business & Economics International International trade Sociology: work & labour Distributors (Commerce) Foreign countries Export marketing Export trading companies Absatzmittler (DE-588)4124514-3 gnd Geschäftsverbindung (DE-588)4314530-9 gnd Auslandsgeschäft (DE-588)4003763-0 gnd Exportmarketing (DE-588)4153393-8 gnd |
| topic_facet | Business & Economics International trade Sociology: work & labour Distributors (Commerce) Foreign countries Export marketing Export trading companies Absatzmittler Geschäftsverbindung Auslandsgeschäft Exportmarketing Aufsatzsammlung |
| url | https://www.emerald.com/insight/publication/doi/10.1016/S1474-7979(2006)16 |
| work_keys_str_mv | AT solbergcarlarthur relationshipbetweenexportersandtheirforeignsalesandmarketingintermediaries |