What makes a good export channel relationship?

Asia Pacific Journal of Management

Volumn 17, Issue 3, 2000, Pages 539-559

  Matear, Sheelagh M ^a   Gray, Brendan J ^a   Irving, Gregory P ^a  

^a UNIVERSITY OF OTAGO   (New Zealand)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0344062082     PISSN: 02174561     EISSN: 15729958     Source Type: Journal    
DOI: 10.1023/A:1015850718204     Document Type: Article

References (82)

1. Aaby, N. and Slater, S. 1989. Management influences on export performance: A review of the empirical literarure 1978-88. International Marketing Review, 6(4): 7-26.
2. Achrol, R., Reve, T. and Stern, L. 1983. The environment of marketing channel dyads: A framework for comparative analysis. Journal of Marketing, 47(Fall): 55-67.
3. Adams, G. and Schvaneveldt, J. 1991. Understanding Research Methods. Longman: New York.
4. Anderson, E. and Coughlan, A.T. 1987. International market entry and expansion via independent or integrated channels of distribution. Journal of Marketing, 51(Jan.): 71-82.
5. Anderson, E., Lodish, L. and Weitz, B. 1987. Resource allocation behavior in conventional channels. Journal of Marketing Research, 24(February): 85-97.
6. Anderson, J.C. and Narus, J.A. 1990. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54(Jan.): 42-58.
7. Austrade 1995. Inside Asia: Australian Companies Becoming Local Players. Australian Government Publishing Service.
8. Bacharach, S.B. 1989. Organizational theories: Some criteria for evaluation. Academy of Management Review, 14(4): 496-515.
9. Backman, M. 1995. Overseas Chinese Business Networks in Asia. East Asia Analytical Unit, Department of Foreign Affairs and Trade, Australia.
10. Bagozzi, P. 1975. Marketing as exchange. Journal of Marketing, 39(October): 32-39.
11. Bagozzi, P. 1979. Toward a formal rheory of marketing Exchanges. In O. Ferrell, S. Brown and C. Lamb, Jr., (eds) Conceptual and Theoretical Developments in Marketing, pp. 431-47. American Marketing Association.
12. Bilkey, W. 1982. Variables associated with export profitability. Journal of International Business Studies, 13(2): 39-55.
13. Bonoma, T. 1985. Case research in marketing: Opportunities, problems, and a process. Journal of Marketing Research, 22(May): 199-208.
14. Buckley, P.J., Pass, C.L. and Prescott, K. 1991. Foreign market servicing strategies and competitiveness. Journal of General Management, 17(2): 34-46.
15. Burra, L. and Ahmad, Md. I. 1991. Impedimenrs facing New Zealand exporters developing markets in Southeast Asia. Marketing Bulletin, 2: 60-65.
16. Byrne, P.M. and Goh, M.F. 1995. The changing distribution landscape in Southeast Asia. Transport and Distribution, December: 64-70.
17. Campbell, N.G. 1985. Buyer/seller relationships in Japan and Germany: An interaction approach. European Journal of Marketing, 19(3): 57-66.
18. Cannon, J.P. and Perreault, W.D. 1999. Buyer-seller relationships in business markets. Journal of Marketing Research, 36(4): 439-460.
19. Cateora, P. 1990. International Marketing, Seventh Edition, Boston: Irwin.
20. Cavusgil, S., Poh-Lin, Y. and Mitri, M. 1995. Selecting foreign distributors: An expert systems approach. Industrial Marketing Management, 24: 297-304.
21. Cavusgil, S.T. and Zou, S. 1994. Marketing strategy-performance relationship: An investigation of the empirical link in export market ventures. Journal of Marketing, 58: 1-21.
22. Converse, J. and Schuman, H. 1974. Conversations at Random: Survey Research as Interviewers See It. New York: Wiley.
23. Coviello, N.E. and Munro, H.J. 1995. Growing the entrepreneurial firm: Networking for international market development. European Journal of Marketing, 29(7): 49-61.
24. Davies, H., Leung, T. Luk, S. and Wong, Y. 1995. The benefits of "guanxi. Industrial Marketing Management, 24: 207-214.
25. Dwyer, F.R., Schurr, P.H. and Oh, S. 1987. Developing buyer-seller relationships. Journal of Marketing, 51(Apr): 11-27.
26. Easterby-Smith, M., Thorpe, R. and Lowe, A. 1991. Management Research: An Introduction. Sage.
27. Eisenhardt, K.M. 1989. Building theories from case study research. Academy of Management Review, 14(4): 532-550.
28. Engholm, C. 1991. When Business East Meets Business West: The Guide to Practice and Protocol in the Pacific Rim. John Wiley and Sons.
29. Euromonitor International 1994. International Marketing Data and Statistics. Chicago: Euromonitor International.
30. Fontana, A. and Frey, J. 1994. Interviewing: The art of science. In N. Denzin and Y. Lincoln (eds) Handbook of Qualitative Research, pp. 361-376. Thousand Oaks: Sage.
31. Ford, D. and Rosson, P.J. 1982. The relationship between export manufacturers and their overseas distributors. In Czinkota, M. and G. Tesar (eds) Export Management, pp. 257-275. New York: Praeger.
32. Frazier, G. and Summers, J. 1984. Interfirm influence strategies and their application within distribution channels. Journal of Marketing, 48(Fall): 43-55.
33. Geyskens, I., Steemkamp, J-B.E.M. and Kumar, N. 1999. A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research, 36(May): 223-238.
34. Gottschalk, L. 1968. Understanding History: A Primer of Historical Method. New York: Knopf.
35. Hamilton, G., Zeile, W. and Kim, W. 1990. The Network Structures of East Asian Economies, In S. Clegg and S. Redding (eds) Capitalism in Contrasting Cultures, pp. 105-129. Berlin, New York: De Gruyter.
36. Han, S-L., Wilson, D.T. and Dant, S.P. 1993. Buyer-supplier relationships today. Industrial Marketing Management, 22(4): 331-338.
37. Haugland, S. and Reve, T. 1993. Relational contracting and distribution channel cohesion. Journal of Marketing Channels.
38. Hofstede, G. 1980. Culture's consequences: International differences in work-related values. Beverley Hills, CA: Sage Publications.
39. Hofstede, G. 1991. Cultures and Organizations, Software of The Mind. London: McGraw-Hill.
40. Houston, F. and Gassenheimer, J. 1987. Marketing and exchange. Journal of Marketing, 51: 3-18.
41. Hsieh, Y.J. 1994. Personal relationship and its influence on export behavior: An empirical study. American Marketing Association Summer Conference, pp. 368-373.
42. Jain, S. 1993. International Marketing Management, Fourth Edition. California: Wadsworth.
43. Johanson, J. and Vahlne, J. 1990. The mechanism of internationalism. International Marketing Review, 7(4): 11-24.
44. Johanson, J. and Vahlne, J. 1977. The internationalization process of the firm - A model of knowledge development and increasing foreign market commitments. Journal of International Business Studies, 8: 23-32.
45. Johnson, J., Sakano, T. Cote, J. and Onzo, N. 1993. The exercise of interfirm power and its repercussions in U.S.-Japanese channel relationships. Journal of Marketing, 57: (April): 1-10.
46. Johnson, J.L., Sakano, T. and Onzo, N. 1990. Behavioral relations in across-culture distribution systems: Influence, control and conflict in U.S.-Japanese marketing channels. Journal of International Business Studies, 21(4): 639-655.
47. Kaikati, J. 1996. Opportunities and challenges of doing business in ASEAN. Journal of Global Marketing, 9(3): 47-65.
48. Kale, S.H. and McIntyre, R.P. 1991. Distribution channel relationships in diverse cultures. International Marketing Review, 8(3): 31-45.
49. LaBahn, D.W. and Harich, K.R. 1994. Cross-national channel relationship performance: The role of cultural sensitivity, conflict and communication. ISBM Report 6-1994. The Pennsylvania State University.
50. Leonidou, L. 1989. Behavioral aspects of the exporter-importer relationship: The case of Cypriot exporters and British importers. European Journal of Marketing, 23(7): 17-33.
51. Leuthhesser, L., LaBahn, D.W. and Harich, K.R. 1995. Assessing cross-national business relationships. Industrial Marketing Management, 24: 61-68.
52. Limlingan, V. 1986. The Overseas Chinese in ASEAN: Business Strategies and Management Practices, Manila: Vita Development Corporation.
53. Louter, P., Ouwerkerk, C. and Bakker, B. 1991. An inquiry into successful exporting. European Journal of Marketing, 25(6): 7-23.
54. Macneil, I. 1980. The New Social Contract. New Haven, CT: Yale University Press.
55. Moore, R.A. 1990. The conflict gap in international relarionships. Journal of Marketing Management, 6(3): 225-237.
56. Morgan, G. and Smircich, L. 1980. The case for qualitative research. Academy of Management Review, 5(4): 491-500.
57. Morgan, R.M. and Hunt, S.D. 1994. The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3): 20-34.
58. Munro, H. and Beamish, P. 1987. Distribution methods and export performance. In P. Rosson and S. Reid, Managing Export Marketing and Expansion, pp. 316-31. Praeger, New York.
59. Patton, M. 1980. Qualitative Evaluation Methods. London: Sage.
60. Perry, C. and Coote, L. 1994. Process of Case Study Research Methodology: Tool for Management Development? Australia and New Zealand Association for Management ANZAM '94 Conference, Victoria University, Wellington.
61. Redding, S. 1982. Cultural effects on the marketing process in Southeast Asia. Journal of the Marketing Research Society, 24(2): 98-114.
62. Reeder, J. 1987. When West meets East: Cultural aspects of doing business in Asia. Business Horizons, January-February: 96-74.
63. Rosenbloom, B. 1990. Motivating your international channel partners. Business Horizons, March-April: 53-57.
64. Rosenthal, R. 1966. Experimental Effects in Behavioral Research, New York: Appleton-Century-Crofts.
65. Rosson, P. 1984. Success factors in manufacturing-overseas distributor relationships in international marketing. International Marketing Management: 91-107.
66. Rosson, P. and Ford, I.D. 1982. Manufacturer-overseas distributor relations and export performance. Journal of International Business Studies, 13(Fall): 57-72.
67. Seines, F. 1998. Antecedents and consequences of trust and satisfaction in buyer-seller relationships. European Journal of Marketing, 32(3/4): 305-322.
68. Shipley, D., Cook, D. and Barnett, E. 1989. Recruitment, motivation, training and evaluation of overseas distributors. European Journal of Marketing, 23(2): 79-93.
69. Smith, K.G., Carrol, S.J. and Ashford, S.J. 1995. Intra- and interorganizational cooperation: Toward a research agenda. Academy of Management Journal, 38(1): 7-23.
70. Stern, L.W. and El-Ansary, I. 1992. Marketing Channels. Fourth Edition. Englewood Cliffs, NJ: Prentice-Hall.
71. Strauss, A. and Corbin, J. 1994. Grounded theory methodology: An overview. In N.K. Denzin and Y.S. Lincoln (eds) Handbook of Qualitative Research. Thousand Oaks, CA: Sage Publications, Inc.
72. Styles, C. 1995. Export Marketing Performance: A Relational Perspective. World Marketing Congress: 19.
73. Styles, C. and Ambler, T. 1994. Successful Export Practice: The U.K. experience. International Marketing Review, 11(6), 23-47.
74. Styles, C. and Ambler, T. 1996. A relational theory of Export Performance. University of New South Wales: Working Paper, 96/3, September.
75. Sudman, S. and Bradburn, N. 1982. Asking Questions: A Practical Guide to Questionnaire Design, San Francisco: Jossey-Bass.
76. Webster Jnr., F.E. 1992. The changing role of marketing in the corporation. Journal of Marketing, 56: 1-7.
77. Wilkinson, I.F. and L.C. Young 1994. Business dancing - Understanding and managing interfirm relations, Working Paper 3/1994, Department of Marketing, University of Western Sydney, Nepean.
78. Wilson, D.T. 1995. An integrated model of buyer-seller relationships. Journal of the Academy of Marketing Science, 23(4): 335-345.
79. Wilson, E.J. and Vlosky, R.P. 1997. Partnering relationship activities: Building theory from case study research. Journal of Business Research, 39: 59-70.
80. Yin, R. 1984. Case Study Research, Applied Social Research Methods, vol. 5. Sage.
81. Young, L.C. and Wilkinson, I.F. 1989. The role of trust and co-operation in marketing channels: A preliminary study. European Journal of Marketing, 23(2): 109-122.
82. Young, L.C. and Wilkinson, I.F. 1991. The interfirm relations research program in Australia, Working Paper 5/1991, Department of Marketing, University of Western Sydney, Nepean.