The Resource Relationship between exporters and their foreign sales and marketing intermediaries, guest edited by Carl Arthur Solberg

Relationship between exporters and their foreign sales and marketing intermediaries, guest edited by Carl Arthur Solberg

Label
Relationship between exporters and their foreign sales and marketing intermediaries
Title
Relationship between exporters and their foreign sales and marketing intermediaries
Statement of responsibility
guest edited by Carl Arthur Solberg
Contributor
Subject
Language
eng
Summary
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
Member of
Cataloging source
N$T
Dewey number
658.84
Illustrations
illustrations
Index
no index present
LC call number
HF1416
LC item number
.R45 2006eb
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
Series statement
Advances in international marketing,
Series volume
v. 16
Label
Relationship between exporters and their foreign sales and marketing intermediaries, guest edited by Carl Arthur Solberg
Publication
Antecedent source
unknown
Bibliography note
Includes bibliographical references
http://library.link/vocab/branchCode
  • net
Carrier category
online resource
Carrier category code
cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
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 -- 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 -- 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
Control code
ocm77517417
Dimensions
unknown
Extent
1 online resource (388 pages)
File format
unknown
Form of item
online
Isbn
9780080462639
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Media type code
c
Other physical details
illustrations
http://library.link/vocab/ext/overdrive/overdriveId
ebl269806
Quality assurance targets
not applicable
http://library.link/vocab/recordID
.b35056484
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
System control number
  • (OCoLC)77517417
  • emerald0080462634

Library Locations

    • Deakin University Library - Geelong Waurn Ponds CampusBorrow it
      75 Pigdons Road, Waurn Ponds, Victoria, 3216, AU
      -38.195656 144.304955
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