Western exporting manufacturers' channel structure in emerging markets

Industrial Management and Data Systems

Volumn 102, Issue 9, 2002, Pages 483-492

  Li, Lee ^a  

^a YORK UNIVERSITY   (Canada)

Author keywords

Channel management; Economic systems; Export; Manufacturing strategy; Market share

Indexed keywords

COMPETITION; DECISION MAKING; INDUSTRIAL ECONOMICS; INTERNATIONAL TRADE; MANUFACTURE; PERSONNEL;

CHANNEL MANAGEMENT; ECONOMIC SYSTEMS; EXPORT; MANUFACTURING STRATEGY; MARKET SHARE;

MARKETING;

EID: 0036934912     PISSN: 02635577     EISSN: None     Source Type: Journal    
DOI: 10.1108/02635570210459614     Document Type: Article

References (38)

1. Achrol, R.S. and Kotler, P. (1999), "Marketing in the network economy", Journal of Marketing, Vol. 63, Special Issue, pp. 146-63.
2. Anderson, E. and Coughlan, A. (1987), "International market entry and expansion via independent or integrated channels of distribution", Journal of Marketing, Vol. 51, January, pp. 71-82.
3. Arnold, D. and Quelch, J. (1998), "New strategies in emerging economics", Sloan Management Review, Vol. 40 No. 1, pp. 7-20.
4. Boundy, C. (2000), "A concise business guide to contract law", Industrial Management & Data Systems, Vol. 100 No.1, pp. 46-48.
5. Brown, J.R., Dev, S. and Lee, D-J. (2000), "Managing marketing channel opportunism: the efficacy of alternative governance mechanism", Journal of Marketing, Vol. 64, April, pp. 51-65.
6. Canel, C., Rosen, D. and Anderson, E. (2000), "Just-in-time is not just for manufacturing: a service perspective", Industrial Management & Data Systems, Vol. 100 No. 2, pp. 51-60
7. Day, S.D. (1994), "The capabilities of market-driven organizations", Journal of Marketing, Vol. 58, October, pp. 37-52.
8. Eisenhardt, K.M. (1989), "Building theories from case study research", Academy of Management Review, Vol. 14 No. 4, pp. 532-50.
9. Eriksson, K., Johanson, J., Majkgard, A. and Sharma, D. (1997), "Experiential knowledge and costs in the internationalization process", Journal of International Business Studies, Vol. 28, pp. 337-59.
10. Fein, A.J. and Anderson, E. (1997), "Patterns of credible commitments: territory and brand selectivity in industrial distribution channels", Journal of Marketing, Vol. 61, April, pp. 19-34.
11. Glaser, B. and Strauss, A. (1967), The Discovery of Grounded Theory, Aldine, Chicago, IL.
12. Gupta, B., Iyer, L. and Aronson, J. (2000), "Knowledge management: practices and challenges", Industrial Management & Data Systems, Vol.100 No. 1, pp. 11-21.
13. Heide, J.B. (1994), "Interorganizational governance in marketing channels", Journal of Marketing, Vol. 58, January, pp. 71-85.
14. Hoskisson, R., Eden, L., Lau, C. and Wright, M. (2000), "Strategy in emerging economics", Academy of Management Journal, Vol. 43 No. 3, pp. 249-67.
15. Johansson, J.K. (2000), Global Marketing, 2nd ed., Irwin McGraw-Hill, Burr Ridge, IL.
16. Johnston, R. and Lawrence, P.R. (1988), "Beyond vertical integration-the rise of the value adding partnership", Harvard Business Review, Vol. 66, July-August, pp. 95-101.
17. Kogut, B. and Kulatilaka, N. (1994), "Operating flexibility, global manufacturing, and the option value of a multinational network", Management Science, Vol. 40 No. 1, pp. 123-37.
18. Li, L. (2000), "Manufacturing capability development in a changing business environment", Industrial Management & Data Systems, Vol. 100 No. 6, pp. 261-70.
19. Luo, Y. (1999), Entry and Cooperative Strategies in International Business Expansion, Quorum Books, Westport, CT.
20. Luo, Y. and Peng, M.W. (1999), "Learning to compete in a transition economy: experience, environment and performance", Journal of International Business Studies, Vol. 30 No. 2, pp. 269-96.
21. Madhok, A. (1996), "Know-how, experience- and competition-related considerations in foreign market entry: an exploratory investigation", International Business Review, Vol. 5 No. 4, pp. 339-66.
22. Miles, R.E. and Snow, C.C. (1992), "Causes of failure in network organizations", California Management Review, Summer, Vol. 43 No. 4, pp. 53-72.
23. Morgan, R. and Hunt, S. (1994), "The commitment-trust theory of relationship marketing", Journal of Marketing, Vol. 58, July, pp. 20-38.
24. Nelson, J.M., Tilley, C. and Waler, L. (1998), Transforming Post-Communist Political Economies: Task Force on Economies in Transition, National Research Council, National Academy Press, Washington, DC.
25. Olorunniwo, F. and Hartfield, T. (2001), "Strategic partnering when the supply base is limited: a case study", Industrial Management & Data Systems, Vol. 101 No. 1, pp. 47-52.
26. Parkhe, A. (1993), "Messy research, methodological predispositions, and theory development in international joint ventures", Academy of Management Review, Vol. 18 No. 2, pp. 227-68.
27. Porter, M.E. (1990), The Competitive Advantage of Nations, The Free Press, New York, NY.
28. Porter, M.E. and Fuller, M.B. (1986), "Coalitions and global strategy", in Porter, M.E. (Ed.), Competition in Global Industries, Harvard Business School Press, Boston, MA.
29. Prahalad, C.K. and Hamel, G. (1990), "The core competence of the corporation", Harvard Business Review, May/June, pp. 79-91.
30. Ragin, C.C. (1987), The Comparative Method: Moving Beyond Qualitative and Quantitative Strategies, University of California Press, Berkeley, CA.
31. Rindfleisch, A. and Heide, J. (1997), "Transaction cost analysis: past, present and future applications", Journal of Marketing, Vol. 61, October, pp. 30-54.
32. Root, F.R. (1994), Entry Strategies for International Markets, Lexington Books, Lexington, MA.
33. Shan, W. (1991), "Environmental risks and joint ventures sharing arrangements", Journal of International Business Studies, Vol. 22 No. 4, pp. 555-78.
34. Stern, L.W., El-Ansery, A.I. and Coughlan, A.T. (1996), Marketing Channels, 5th ed., Prentice Hall, Upper Saddle River, NJ.
35. Wathne, K. and Heide, J. (2000), "Opportunism in interfirm relationships: forms, outcomes, and solutions", Journal of Marketing, Vol. 64, October, pp. 36-51.
36. Weitz, B. and Jap, S. (1995), "Relationship marketing and distribution channels", Journal of the Academy of Marketing Science, Vol. 23 No. 4, pp. 305-20.
37. Williamson, O.E. (1985), The Economic Institutions of Capitalism, The Free Press, New York, NY.
38. Yin, R.K. (1994), Case Study Research: Design and Methods, 2nd ed., Sage, Beverly Hills, CA.