Overcoming export manufacturers’ dilemma in international expansion

Wu, F., Sinkovics, R. R. , Cavusgil, S. T. and Roath, A. S. (2007) Overcoming export manufacturers’ dilemma in international expansion. Journal of International Business Studies, 38, pp. 283-302. (doi: 10.1057/palgrave.jibs.8400263)

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Learning and acquiring local market knowledge from foreign distributors are central to manufacturers’ export market performance. Drawing from the resource-based view, we propose that manufacturers need to develop stronger local market competence while simultaneously minimizing the costs of distributor opportunism in order to compete successfully in the export market. Cultural distance and other barriers, however, may hinder the development of local market competence for the manufacturer while contributing to the occurrence of distributor opportunism. In order to overcome these barriers, we examine the impact of three alternative forms of manufacturer governance – trust, knowledge sharing, and contract-based relationship – in export channels. Findings suggest that all three governance mechanisms contribute to enhancing the manufacturer's competence to exploit local market opportunity. However, of the three, trust seems to be the only effective way to curtail distributor opportunism.

Item Type:Articles
Keywords:manufacturer–foreign distributor relationship, export market performance, organizational capabilities, local market competence, distributor opportunism
Glasgow Author(s) Enlighten ID:Sinkovics, Professor Rudolf
Authors: Wu, F., Sinkovics, R. R., Cavusgil, S. T., and Roath, A. S.
College/School:College of Social Sciences > Adam Smith Business School > Management
Journal Name:Journal of International Business Studies
ISSN (Online):1478-6990
Published Online:27 March 2007

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