Roath, A. S. and Sinkovics, R. R. (2006) Utilizing relational governance in export relationships: leveraging learning and improving flexibility and satisfaction. In: Solberg, C. A. (ed.) Relationship Between Exporters and Their Foreign Sales and Marketing Intermediaries. Series: Advances in International Marketing, 16. JAI Press Inc, pp. 157-185. ISBN 9780762312863 (doi: 10.1016/S1474-7979(05)16007-4)
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Abstract
Exporting manufacturers that pursue international expansion via foreign distributors face a trade off. Their decision to utilize international distributors as a market entry mode reduces some risks; however, the manufacturers do not enjoy control of the foreign channel. Given heterogeneity in global environments and often a significant geopolitical separation between manufacturers and international distributors, the ability to control the behavior of channel partners is inherently reduced. Consequently, natural conditions for opportunistic behavior are created (Karunaratna & Johnson, 1997; Klein & Roth, 1990).
| Item Type: | Book Sections |
|---|---|
| Additional Information: | eISBN: 9781849503976. |
| Status: | Published |
| Glasgow Author(s) Enlighten ID: | Sinkovics, Professor Rudolf |
| Authors: | Roath, A. S., and Sinkovics, R. R. |
| College/School: | College of Social Sciences > Adam Smith Business School > Management |
| Publisher: | JAI Press Inc |
| ISBN: | 9780762312863 |
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