Manufacturer governance of foreign distributor relationships: Do relational norms enhance competitiveness in the export market?

Journal of International Business Studies

Volumn 34, Issue 6, 2003, Pages 550-566

  Zhang, C ^a   Cavusgil, S T ^a,c   Roath, A S ^b  

^a MICHIGAN STATE UNIVERSITY   (United States)

^b UNIVERSITY OF OKLAHOMA   (United States)

^c MICHIGAN STATE UNIVERSITY   (United States)

Author keywords

Channel governance; Culture; Distribution channels; Export marketing; International marketing; Relational norms

Indexed keywords

EID: 0347599197     PISSN: 00472506     EISSN: None     Source Type: Journal    
DOI: 10.1057/palgrave.jibs.8400051     Document Type: Article

References (80)

1. Anderson, E. and Weitz, B.A. (1992) The use of pledges to build and sustain commitment in distribution channels, Journal of Marketing Research 24: 18-43.
2. Anderson, J.C. and Narus, J.A. (1990) 'A model of distributor firm and manufacturer firm working partnerships', Journal of Marketing 54(1): 42-58.
3. Armstrong, J.S. and Overton, T.S. (1977) 'Estimating nonresponse bias in mail surveys', Journal of Marketing Research 14(3): 396-402.
4. Arnold, D. (2000) 'Seven rules of international distribution', Harvard Business Review 78: 131-137.
5. Aulakh, P.S. and Kotabe, M. (1993) 'An assessment of theoretical and methodological development in international marketing', Journal of International Marketing 1: 5-28.
6. Aulakh, P.S., Kotabe, M. and Sahay, A. (1996) 'Trust and performance in cross-border marketing partnerships: a behavioral approach', Journal of International Business Studies 27(5): 1005-1032.
7. Bandalos, D.L. and Finney, S.J. (2001) 'Item parceling issues in structural equation modeling', in G.A. Marcoulides and R.E. Schumacker (eds.) New Developments and Techniques in Structural Equation Modeling, Lawrence Erlbaum Associates Inc., pp: 269-296.
8. Barney, J.B. (1991) 'Sustained resources and sustained competitive advantage', Journal of Management 17(1): 99-120.
9. Bello, C.D. and Gilliland, D.I. (1997) 'The effect of output controls, process controls, and flexibility on export channel performance', Journal of Marketing 61(1): 22-38.
10. Bendix, R. (1956) Work and Authority in Industry: Ideologies of Management in the Course of Industrialization, University of California: Berkeley, CA.
11. Bergen, M., Dutta, S. and Walker, O.C. (1992) 'Agency relationships in marketing: a review of the implications and applications of agency and related theories', Journal of Marketing 56: 1-24.
12. Bettenhausen, K. and Murnighan, J.K. (1985) 'The emergence of norms in competitive decision-making groups', Administrative Science Quarterly 30: 350-372.
13. Bradach, J.D. and Eccles, R.G. (1989) 'Price, authority, and trust', Annual Review of Sociology 15: 97-118.
14. Brouthers, K.D. and Brouthers, L.E. (2001) 'Explaining the national cultural distance paradox', Journal of International Business Studies 32(1): 177-189.
15. Cannon, J.P. and Perrault Jr., W.D. (1999) 'Buyer-seller relationships in business markets', Journal of Marketing Research 36: 439-460.
16. 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): 1-21.
17. Doney, P.M. and Cannon, J.P. (1997) 'An examination of the nature of trust in buyer-seller relationships', Journal of Marketing 61: 35-51.
18. Dornbusch, S.M. and Scott, W.R. (1975) Evaluation and Exercise of Control Applied to Diverse Organizations, Jossey-Bass Inc.: San Francisco.
19. Dwyer, R.F., Schurr, P.H. and Oh, S. (1987) 'Developing buyer-seller relations', Journal of Marketing 51: 11-28.
20. Dyer, J.H. (1996) 'Specialized supplier networks as a source of competitive advantage: evidence from the auto industry', Strategic Management Journal 17(4): 271-291.
21. Dyer, J.H. and Chu, W. (2000) 'The determinants of trust in supplier-automaker relationships in the US, Japan, and Korea', Journal of International Business Studies 31(2): 259-285.
22. Dyer, J.H. and Singh, H. (1998) 'The relational view: cooperative strategy and sources of interorganizational competitive advantages', Academy of Management Review 23(4): 660-679.
23. Erramilli, M.K. (1996) 'Nationality and subsidiary patterns in multinational corporations', Journal of International Business Studies 27(2): 225-248.
24. Fram, E.H. and Ajami, R.A. (1994) 'International distributor and the role of US top management: a requirement for export competitiveness', Journal of Business and Industrial Marketing 9: 33-41.
25. Ganesan, S. (1994) 'Determinants of long-term orientation in buyer-seller relationships', Journal of Marketing 58: 1-19.
26. Gatignon, H. and Anderson, E. (1988) 'The multinational corporation's degree of control over foreign subsidiaries: an empirical test of a transaction cost explanation', Journal of Law, Economics, and Organization 4(2): 305-336.
27. Chobril, N.I. (1997) 'Hope for the best, but...', World Trade 10(11): 32-34.
28. Gomez-Mejia, L.R. and Palich, L.E. (1997) 'Cultural diversity and the performance of multinational firms', Journal of International Business Studies 28(2): 309-335.
29. Goodman, L.E. and Dion, P.A. (2001) 'The determinants of commitment in the distributor-manufacturer relationship', Industrial Marketing Management 30: 287-300.
30. Gouldner, A.W. (1960) 'The norm of reciprocity: a preliminary statement', American Sociology Review 25: 161-179.
31. Griffith, D.A. (2002) 'The role of communication competencies in international business relationship development', Journal of World Business 37(4): 256-265.
32. Gundlach, G.T., Achrol, R.S. and Mentzer, J.T. (1995) 'The structure of commitment in exchange', Journal of Marketing 59: 78-92.
33. Hallen, L., Johanson, J. and Seyed-Mohamed, N. (1991) 'Interfirm adaptation in business relationships', Journal of Marketing 55: 29-37.
34. Hamel, G. (1991) 'Competition for competence and interpartner learning within international strategic alliances', Strategic Management Journal 12(Summer Special Issue): 83-103.
35. Heide, J.B. (1994) 'Interorganizational governance in marketing channels', Journal of Marketing 58(1): 71-85.
36. Heide, J.B. and John, G. (1988) 'The role of dependence balancing in safeguarding transaction specific assets in conventional channels', Journal of Marketing 52(1): 20-35.
37. Heide, J.B. and John, G. (1992) 'Do norms matter in marketing relationships?', Journal of Marketing 56(2): 32-44.
38. Heide, J.B. and Miner, A.S. (1992) 'The shadow of the future: effects of anticipated interaction and frequency of contact on buyer-seller cooperation', Academy of Management Journal 35(2): 265-291.
39. Hewett, K. and Bearden, W.O. (2001) 'Dependence, trust and relational behavior on the part of foreign subsidiary marketing operations: implications for managing global marketing operations', Journal of Marketing 65: 51-66.
40. Horstede, G. (1980) 'Culture and organizations', International Studies of Management and Organization 10(4): 15-42.
41. Hofstede, G. (1991) Cultures and Organizations: Software of the Mind, McGraw-Hill: London.
42. Hofstede, G. and Bond, M.H. (1988) 'The Confucius connection: from cultural roots to economic growth', Organizational Dynamics 16(4): 4-21.
43. Hull, J.G., Tedlie, J.C. and Lehn, D.A. (1991) 'Modeling the relation of personality variables to symptom complaints: the unique role of negative affectivity', in R.H. Hoyle (ed.) Structural Equation Modeling, Concepts, Issues, and Applications, Sage: London/New Delhi, pp: 217-235.
44. Inkeles, A. and Levinson, D.J. (1978-1979) 'National character: the study of modal personality and sociocultural systems', in G. Lindzey and E. Arronson (eds.) The Handbook of Social Psychology, Vol. 4, Addison-Wesley: Reading, MA, pp: 418-506.
45. Jap, S. (1999) 'Pie-expansion efforts: collaboration processes in buyer-supplier relationships', Journal of Marketing Research 36: 461-475.
46. Jap, S. and Ganesan, S. (2000) 'Control mechanisms and the relationship life cycle: implications for safeguarding specific investments and developing commitment', Journal of Marketing Research 37: 227-245.
47. Kale, S.H. and McIntyre, R.P. (1991) 'Distribution channel relationships in diverse cultures', International Marketing Review 8(3): 31-45.
48. Kalwani, M.U. and Narayandas, N. (1995) 'Long-term manufacturer-supplier relationships: do they pay oit for supplier firms?', Journal of Marketing 59: 1-16.
49. Keysuk, K. and Oh, C. (2002) 'On distributor commitment in marketing channels for industrial products: contrast between the United States and Japan', Journal of International Marketing 10(1): 72-97.
50. Knack, S. and Keefer, P. (1997) 'Does social capital have an economic payoff? A cross-country investigation', Quarterly Journal of Economics 112(4): 1251-1288.
51. Kogut, B. and Singh, H. (1988) 'The effect of national culture on the choice of entry mode', Journal of International Business Studies 19(3): 411-433.
52. Larson, P.D. (1994) 'Buyer-supplier co-operation, product quality and total costs', International Journal of Physical Distribution and Logistics Management 24(6): 4-10.
53. Lincoln, J.R., Hanada, M. and Olson, J. (1981) 'Cultural orientations and individual reactions to organizations: a study of employees of Japanese-owned firms', Administrative Science Quarterly 25: 93-115.
54. Lusch, R.F. and Brown, J.R. (1996) 'Interdependence contracting, and relational behavior in marketing channels', Journal of Marketing 60: 19-38.
55. Lyles, M.A. and Salk, J.E. (1996) 'Knowledge acquisition from foreign parents in international joint ventures: an empirical examination in the Hungarian context', Journal of International Business Studies 27(5): 877-903.
56. Macaulay, S. (1963) 'Non-contractual relations in business', American Sociological Review 28(1): 55-70.
57. Macneil, I.R. (1980) The New Social Contract, Yale University Press: New Haven.
58. Miles, M.P., Arnold, D.R. and Thompson, D.L. (1993) 'The interrelationship between environmental hostility and entrepreneurial orientation', Journal of Applied Business Research 9(4): 12-24.
59. Miller, D. and Friesen, P.H. (1980) 'Archetypes of organizational transition', Administrative Science Quarterly 25(2): 268-292.
60. Moorman, C., Deshpande, R. and Zaltman, C. (1993) 'Factors affecting trust in market research relationships', Journal of Marketing 57(1): 81-102.
61. Morgan, R.M. and Hunt, S.D. (1994) 'The commitment-trust theory of relationship marketing', Journal of Marketing 58: 20-38.
62. Narus, J.A. and Anderson, J.C. (1986) 'Distributor contributions to partnerships with manufacturers', Business Horizons 30(5): 34-43.
63. Nevin, J.R. (1995) 'Relationship marketing and distribution channels: exploring fundamental issues', Journal of the Academy of Marketing Sciences 23(4): 327-334.
64. Noordweier, T., John, C. and Nevin, J.R. (1990) 'Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships', Journal of Marketing 54(4): 80-93.
65. Ouchi, W. (1979) 'A conceptual framework for the design of organizational control mechanisms', Management Science 25(9): 833-848.
66. Özsomer, A., Calantone, R.J. and Di Benedetto, A. (1997) 'What makes firms more innovative? A look at organizational and environmental factors', Journal of Business and Industrial Marketing 12(6): 400-416.
67. Parkhe, A. (1998) 'Understanding trust in international alliances', Journal of World Business 33(4): 219-240.
68. Parsons, T. and Shils, E.A. (1951) 'Categories of the orientation and organization of the actor', in Towards a General Theory of Action, Harper Torchbooks: New York, pp: 53-109.
69. Paswan, A.K. and Young, J.A. (1999) 'An exploratory examination of the relationship between channel support mechanism and relational norms in an international context', Journal of Business and Industrial Marketing 14(5/6): 445-455.
70. Peterson, H.C., Robinson, L.J. and Siles, M. (1999) 'The social capital foundations of trust in global agri-food system transactions', Staff paper of agricultural economics department, Michigan State University: MI, pp: 99-119.
71. Pfeffer, J. and Salancik, C.R. (1978) The External Control of Organizations: A Resource Dependence Perspective, Harper & Row: New York.
72. Roath, A., Miller, S. and Cavusgil, S.T. (2002) 'A conceptual framework of relational governance in foreign distributor relationships', International Business Review 11(1): 1-16.
73. Scherer, P.M. (1980) Industrial Market Structure and Economic Performance, Houghton-Mifflin: Boston.
74. Shenkar, O. (2001) 'Cultural distance revisited: towards a more rigorous conceptualization and measurement of cultural differences', Journal of International Business Studies 32(3): 519-536.
75. Skarmeas, D.A. and Katsikeas, C.S. (2001) 'Drivers of superior importer performance in cross-cultural supplier-reseller relationships', Industrial Marketing Management 30(2): 227-241.
76. Thomas, A. and Bendixen, M. (2000) 'The management implications of ethnicity in South Africa', Journal of International Business Studies 31(3): 507-519.
77. Thomas, A.S. and Mueller, S.L. (2000) 'A case for comparative entrepreneurship: assessing the relevance of culture', Journal of International Business Studies 31 (2): 287-301.
78. Weitz, B.A. and Jap, S.D. (1995) 'Relationship marketing and distribution channels', Journal of the Academy of Marketing Science 23: 305-320.
79. Williamson, O.E. (1985) The Economic Institutions of Capitalism, Free Press: New York.
80. Williamson, O.E. (1993) 'Calculativeness, trust and economic organization', in The Mechanisms of Governance, Journal of Law and Economics, Vol 36(1), Oxford University Press: New York, pp: 453-486.