Manufacturers' understanding of their overseas distributors: The relevance of export involvement

International Business Review

Volumn 6, Issue 2, 1997, Pages 147-163

  Katsikeas, Constantine S ^a   Al Khalifa, Ali ^b   Crick, Dave ^c  

^a CARDIFF UNIVERSITY   (United Kingdom)

^b UNIVERSITY OF BAHRAIN   (Bahrain)

^c DE MONTFORT UNIVERSITY   (United Kingdom)

Author keywords

Bahrain; Foreign supplier selection; Importing; International business; UK

Indexed keywords

EID: 0031116570     PISSN: 09695931     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0969-5931(96)00043-1     Document Type: Article

References (88)

1. Al-Khalifa, A. (1993) Factors influencing export performance in the relationship of UK exporting manufacturers with Gulf Cooperation Council imports. Unpublished PhD Thesis, Cardiff Business School, University of Wales.
2. Angelmar, R. and Pras, B. (1984) Product acceptance by middlemen in export channels. Journal of Business Research 12(June), 227-240.
3. Bannister, J. P. and Saunders, J. (1978) UK consumer attitudes towards imports: the measurement of nation stereotype images. European Journal of Marketing 12, 562-570.
4. Bello, D. C., Urban, D. J. and Verhage, B. J. (1991) Evaluating export middlemen in alternative channel structures. International Marketing Review 8(5), 49-64.
5. Bilkey, W. J. (1978) An attempted integration of the literature on the export behaviour of firms. Journal of International Business Studies 9(1). 33-16.
6. Bilkey, W. J. and Nes, E. (1982) Country of origin effects on product evaluations. Journal of International Business Studies 13(Spring/Summer), 89-99.
7. Bilkey, W. J. and Tesar, G. (1977) The export behaviour of smaller-sized Wisconsin firms. Journal of International Business Studies 8(Spring/Summer), 93-98.
8. Billesbach, T. J., Harrison, A. and Croom-Morgan, S. (1991) Supplier performance measures and practices in JIT companies in the US and the UK. International Journal of Purchasing and Material Management 27, 24-28.
9. Bradley, M. F. (1984) Effects on buyer choice behaviour of attitudes towards countries and multinational enterprises. In Proceedings of the 13th Annual Conference of the European Marketing Academy, eds W. F. Raaij and F. J. Schelbergen. Erasmus University, Rotterdam.
10. Butaney, G. and Wortzel, L. H. (1988) Distributor power versus manufacturer power: the customer role. Journal of Marketing 52(January), 52-63.
11. Cameron, R. and Shipley, D. (1985) A discretionary model of industrial buying. Managerial and Decision Economics 6, 102-111.
12. Cattin, P., Jolibert, A. and Lohnes, C. (1982) A cross-cultural study of "made-in" concepts. Journal of International Business Studies 13(Winter), 131-141.
13. Cavusgil, S. T. (1980) On the internationalisation process of firms. European Research 8(November), 273-281.
14. Cavusgil, S. T. (1984) Differences among exporting firms based on their degree of internationalisation. Journal of Business Research 12(2), 195-208.
15. Cavusgil, S. T. and Yavas, U. (1987) Supplier selection in international markets: a study of Saudi importers. Industrial Marketing and Purchasing 2(2), 19-28.
16. Chao, P. and Rajendran, K. N. (1993) Consumer profiles and perceptions: country-of-origin effects. International Marketing Review 10(2), 22-39.
17. Checkland, P. (1981) Systems Thinking, Systems Practice. John Wiley and Sons, New York.
18. Crick, D., Jones, M. and Hart, S. (1994) Export marketing research: an empirical investigation into the behaviour of UK firms. Journal of Euro-Marketing 3(2), 7-26.
19. Cunningham, M. (1986) The British approach to Europe. In Strategies for International Industrial Marketing, eds P. W. Turnbull and J. P. Valla. Croom Helm, Kent.
20. Czinkota, M. R. and Johnston, W. J. (1981) Segmenting US firms for export development. Journal of Business Research 9(4), 353-365.
21. Czinkota, M. R. and Ricks, D. A. (1981) Export assistance: are we supporting the best programs?. Columbia Journal of World Business 16(Summer), 73-78.
22. Dempsey, W. A. (1978) Vendor selection and the buying process. Industrial Marketing Management 7, 257-267.
23. Deng, S. and Wortzel, L. H. (1995) Importer purchase behaviour: guidelines for Asian exporters. Journal of Business Research 32, 41-47.
24. Diamantopoulos, A. and Inglis, K. (1988) Identifying differences between high- and low-involvement exporters. International Marketing Review 5(Summer), 52-60.
25. Douglas, S. P. and Craig, C. S. (1983) International Marketing Research. Prentice Hall, New York.
26. Dwyer, F. R., Schurr, P. H. and Oh. S. (1987) Developing buyer-seller relationships. Journal of Marketing 5(April), 11-27.
27. Eisenbeis, R. A. (1977) Pitfalls in the application of discriminant analysis in business, finance and economics. Journal of Finance 32(June), 875-900.
28. Erickson, G. M., Johansson, J. K. and Chao, P. (1984) Image variable in multi-attribute product evaluations: country of origin effects. Journal of Consumer Research 11(September), 694-699.
29. Erramilli, M. K. (1991) The experience factor in foreign market entry behaviour of service firms. Journal of International Business Studies 22(Third Quarter), 479-501.
30. Ghymn, K. (1983) The relative importance of import decision variables. Journal of the Academy of Marketing Science 11(Summer), 304-312.
31. Haas, R. W. (1989), Industrial Marketing Management. PWS-Kent, Boston, MA.
32. Hair, J. F., Anderson, R. E., Tatham, R. L. and Black, W. C. (1992) Multivariate Data Analysis. MacMillan, New York.
33. Hakansson, H. (1982), International Marketing and Purchasing of Industrial Goods: An Interaction Approach. Wiley, New York.
34. Hallen, L., Johanson, J. and Seyed-Mohamed, N. (1991) Interfirm adaptation in business relationships. Journal of Marketing 55(April), 29-37.
35. Hampton, G. M. (1977) Perceived risk in buying products made abroad by American firms. Baylor Business Studies October, 53-64.
36. Han, C. M. and Terpstra, V. (1988) Country-of-origin effects for uni-national and bi-national products. Journal of International Business Studies 19(Summer), 235-255.
37. Hunt, H. G., Frogatt, J. D. and Howell, P. J. (1967) The management of export marketing in engineering industries. British Journal of Marketing Spring, 10-24.
38. Johanson, J. and Vahlne, J. E. (1977) The internationalisation of the firm: a model of knowledge development and increasing foreign market commitments. Journal of International Business Studies 8(2), 23-32.
39. Johanson, J. and Wiedersheim-Paul, F. (1975) The internationalisation of the firm: four Swedish cases. Journal of Management Studies 12(3), 305-322.
40. Johanson, J. and Wootz, B. (1986) The German approach to Europe. In Strategies for International Industrial Marketing, eds P. W. Turnbull and J. P. Valla. Croom Helm, Kent.
41. Johansson, J. K. (1989) Determinants and effects of the use of "made-in" labels. International Marketing Review 6(1), 47-58.
42. Johansson, J. K., Douglas, S. P. and Nonaka, I. (1985) Assessing the impact of country of origin on product evaluations: a new methodological perspective. Journal of Marketing Research 22(November), 388-396.
43. Kassicieh, S. K. and Roger, R. D. (1986) Micro-computer purchase criteria across industries. Industrial Marketing Management 15, 139-146.
44. Katsikeas, C. S. (1994) Export competitive advantages: the relevance of firm characteristics. International Marketing Review 11(3), 33-53.
45. Katsikeas, C. S. and Piercy, N. (1991) The relationship between exporters from a developing country and importers based in a developed country: conflict considerations. European Journal of Marketing 25(1), 6-25.
46. Katsikeas, C. S. and Piercy, N. (1993) Long-term export stimuli and firm characteristics in a European LDC. Journal of International Marketing (USA) 1(3), 23-7.
47. Kaynak, E. and Cavusgil, S. T. (1983) Consumer attitudes towards products of foreign origin: do they vary across product classes?. International Journal of Advertising 2(April-June), 147-157.
48. Kraft, F. and Chung, K. (1992) Korean importer perceptions of US and Japanese industrial goods exporters. International Marketing Review 9(2), 59-73.
49. Lehmann, D. and O'Shaughnessy, J. (1974) Differences in attitude importance for different industrial products. Journal of Marketing 38(April), 36-46.
50. Leonidou, L. C. (1988) Factors affecting the decision to purchase from third world manufacturers: the British experience. European Management Journal 6(3), 262-268.
51. Madsen, T. K. (1989) Successful export marketing management: some empirical evidence. International Marketing Review 6(4), 41-57.
52. Malekzadeh, A. and Rabino, S. (1986) Manufacturers' export strategies. International Marketing Review 3(4), 27-33.
53. March, J. G. and Olsen, J. P. (1976) Ambiguity and Choice in Organisations. Universitetsforlaget, Bergen.
54. Miesenbock, K. (1988) Small business and exporting: a literature review. International Small Business Journal 6(2), 42-61.
55. Min, H. and Galle, W. (1991) International purchasing strategies of multinational US firms. International Journal of Purchasing and Materials Management Summer, 9-18.
56. Mummalaneni, V., Dubas, K. M. and Chao, C. (1996) Chinese purchasing managers' preferences and trade-offs in supplier selection and performance evaluation. Industrial Marketing Management 25, 115-124.
57. Nagashima, A. (1970) A comparison of Japanese and US attitudes towards foreign products. Journal of Marketing 34(January), 68-74.
58. Nagashima, A. (1977) A comparative "made-in" image survey among Japanese businessmen. Journal of Marketing 41(July), 95-100.
59. Narus, J. A. and Anderson, J. C. (1986) Turn your distributors into partners. Harvard Business Review 64, 66-71.
60. Niffeneger, P., White, J. and Marmet, G. (1982) How European retailers view American imported products: results of a product image survey. Journal of the Academy of Marketing Science 10(Summer), 281-291.
61. Patton, W. E. (1996) Use of human judgment models in industrial buyers' vendor selection decisions. Industrial Marketing Management 25, 135-149.
62. Phillips, L. W. (1981) Assessing measurement error in key informant reports: a note on organisational analysis in marketing. Journal of Marketing Research, 18, November, 395-445.
63. Phillips, L. W. and Bagozzi, R. P. (1981) On measuring organisation properties: methodological issues in the use of key informants. Working Paper, Graduate School of Business, Stanford University.
64. Rao, C. P. (1977) Spanish importers' evaluation of US exporters. Journal of the Academy of Marketing Science Special Issue, 103-106.
65. Rao, T. R. and Naidu, G. M. (1992) Are the stages of internationalisation empirically supportable?. Journal of Global Marketing 6(1/2), 147-170.
66. Reid, S. D. (1986) Migration, cultural distance, and international market expansion. In Research in International Marketing, eds P. W. Turnbull and S. J. Paliwoda, pp. 22-34. Croom Helm, London.
67. da Rocha, A., Christensen, C. H. and Da Cunha, C. E. (1990) Aggressive and passive exporters: a study in the Brazilian furniture industry. International Marketing Review 7(5), 6-15.
68. Rosson, P. J. (1984) Success factors in manufacturer-overseas distributor relationships in international marketing. In International Marketing Management, ed. E. Kaynak, pp. 91-107. Praeger, New York.
69. Rynning, M. R. and Andersen, O. (1994) Structural and behavioural predictors of export adoption: a Norwegian study. Journal of International Marketing (USA) 2(1), 73-99.
70. Samiee, S. and Walters, P. G. P. (1991) Segmenting corporate exporting activities: sporadic versus regular exporters. Journal of the Academy of Marketing Science 12(2), 93-104.
71. Schlegelmilch, B. B. (1983) A profile analysis of divergent export behaviour in the UK and German mechanical engineering and food processing industries. Unpublished PhD Thesis, University of Manchester.
72. Sharma, D. D. (1994) Classifying buyers to gain marketing insight: a relationships approach to professional services. International Business Review 3(1), 15-30.
73. Shipley, D. (1985) Resellers' supplier selection criteria for different consumer products. European Journal of Marketing 19(7), 26-36.
74. Shipley, D. and Prinja, S. (1988) The services and supplier choice influences of industrial distributors. The Services Industrial Journal 8, 176-186.
75. Shipley, D., Egan, C. and Edgett, S. (1991) Meeting source selection criteria: direct versus indirect distribution channels. Industrial Marketing Management 20, 297-303.
76. Shoham, A., Rose, G. M. and Albaum, G. S. (1995) Export motives, psychological distance, and the EPRG framework. Journal of Global Marketing 8(3/4), 9-37.
77. Smith, W. R. (1993) Country-of-origin bias: a regional labelling solution. International Marketing Review 10(6), 4-12.
78. Sullivan, D. and Bauerschmidt, A. (1988) Common factors underlying incentives to export: studies in the European forest products industry. European Journal of Marketing 22(22), 41-55.
79. Sullivan, D. and Bauerschmidt, A. (1990) Incremental internationalisation: a test of Johanson and Vahlne's thesis. Management International Review 30(1), 19-30.
80. Thomas, M. and Araujo, L. (1985) Theories of export behaviour: a critical analysis. European Journal of Marketing 19(2), 42-52.
81. Thorelli, H. B. and Glowacka, A. E. (1995) Willingness of American industrial buyers to source internationally. Journal of Business Research 32(1), 21-30.
82. Tookey, D. (1970) The Impact of Knitwear Imports: A Survey of Buyers' Attitudes. NEDO, London.
83. Turnbull, P. W. and Valla, J. (1986) Strategies for International Industrial Marketing. Croom Helm, Kent.
84. White, P. D. (1979) Attitudes of US purchasing managers towards industrial products manufactured in selected Western European nations. Journal of International Business Studies 10(Spring/Summer), 81-90.
85. Wilson, W. J. (1994) The relative importance of supplier selection criteria: a review and update. International Journal of Purchasing and Materials Management Summer, 35-41.
86. Yavas, U. and Tuncalp, S. (1984) Exporting to Saudi Arabia: the power of the "made-in" label. International Marketing Review 1(Autumn/Winter), 40-46.
87. Yavas, U. and Tuncalp, S. (1985) Saudi Arabia: perceived risk in buying "made-in-Germany" label. Management International Review 25(4), 58-65.
88. Yavas, U., Cavusgil, S. T. and Tuncalp, S. (1987) Assessment of selected foreign suppliers by Saudi importers: implications for exporters. Journal of Business Research 15(June), 237-246.