The traders' dilemma: The adverse consequences of superior performance in mediated exchanges

International Business Review

Volumn 14, Issue 4, 2005, Pages 375-396

  Ellis, Paul D ^a  

^a HONG KONG POLYTECHNIC UNIVERSITY   (Hong Kong)

Author keywords

Export intermediary; Performance in distribution channels; Termination propensity

Indexed keywords

EID: 22144470853     PISSN: 09695931     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ibusrev.2005.04.002     Document Type: Article

References (45)

1. E. Anderson & A.T. Coughlan International market entry and expansion via independent or integrated channels of distribution Journal of Marketing 51 1987 71-82
2. E. Anderson & H. Gatignon Modes of foreign entry: A transaction cost analysis and propositions Journal of International Business Studies Fall 1986 1-26
3. P.S. Aulakh & M. Kotabe Antecedents and performance implications of channel integration in foreign markets Journal of International Business Studies First Quarter 1997 145-175
4. D.C. Bello & R. Lohtia Export channel design: The use of foreign distributors and agents Journal of the Academy of Marketing Science 23 1995 83-93
5. D.C. Bello D.J. Urban & B.J. Verhage Evaluating export middlemen in alternative channel structures International Marketing Review 8 1991 49-64
6. D.C. Bello & N.C. Williamson The American export trading company: designing a new international marketing institution Journal of Marketing 49 1985 60-69
7. G. Benito & G. Gripsrud The expansion of foreign direct investments: discrete rational location choices or a cultural learning process? Journal of International Business Studies 23 3 1992 461-476
8. Broadman, H. G., & Sun, X. L. (1997). The Distribution of Foreign Direct Investment in China. World Bank Working Paper No. 1720 (February).
9. M. Casson The economic analysis of multinational trading companies. In G. Jones (ed.), The Multinational Traders 1998 Routledge London 22-47
10. R.M. Castaldi A. De Noble & J. Kantor The intermediary service requirements of Canadian and American exporters International Marketing Review 9 1992 21-40
11. D. Dow A note on psychological distance and export market selection Journal of International Marketing 8 1 2000 51-64
12. K.M. Eisenhardt Agency theory: An assessment and review Academy of Management Review 14 1 1989 57-74
13. P.D. Ellis Adaptive strategies of trading companies International Business Review 10 2001 235-259
14. P.D. Ellis Are international trade intermediaries catalysts in economic development? A new research agenda Journal of International Marketing 11 2003 73-93
15. P.D. Ellis Social structure and intermediation: Market-making strategies in international exchange Journal of Management Studies 40 2003 1677-1702
16. Ellis, P. D. (2005). Market orientation and marketing practice in a developing economy. European Journal of Marketing, 39 (forthcoming).
17. S. Ganesan Determinants of long-term orientation in buyer-seller relationships Journal of Marketing 58 1994 1-19
18. R.W. Haigh Thinking of exporting? Export management companies could be the answer Columbia Journal of World Busines Winter 1994 66-81
19. J.B. Heide & G. John The role of dependence balancing in safeguarding transaction-specific assets in conventional channels Journal of Marketing 52 1988 20-35
20. J.F. Hennart & G.M. Kryda Why do traders invest in manufacturing?. In G. Jones (Ed.), The multinational traders 1998 Routledge London 213-227
21. G. Hofstede Culture's consequences: Comparing values, behaviors, institutions, and organizations across nations 2nd ed. 2001 Sage Thousand Oaks, CA
22. J. Johanson & J.E. Vahlne The internationalization process of the firm: A model of knowledge development and increasing foreign market commitments Journal of International Business Studies 8 1977 23-32
23. J. Johanson & F. Wiedersheim-Paul The internationalization of the firm: Four Swedish cases Journal of Management Studies October 1975 305-322
24. G. Jones The multinational traders 1998 Routledge London
25. E.R. Kelly & D. Lecraw Trading houses to spur Canadian exports Business Quarterly 50 1985 36-43
26. S. Klein G. Frazier & V. Roth A transaction cost analysis model of channel integration in international markets Journal of Marketing Research 26 1990 196-208
27. B. Kogut & H. Singh The effect of national culture on the choice of entry mode Journal of International Business Studies 19 1988 411-432
28. N.R. Lardy Foreign trade and economic reform in China, 1978-1990 1992 Cambridge University Press Cambridge
29. N.R. Lardy Integrating China into the global economy 2002 Brookings Institution Washington, DC
30. C.M. Lau D. Tse & N. Zhou Institutional forces and organizational culture in China: Effects on change schemas, firm commitment and job satisfaction Journal of International Business Studies 33 3 2002 533-550
31. A. MacBean China's foreign trade corporations: Their role in economic reform and export success. In J. Child & Y. Lu (Eds.), Management issues in China Vol. II 1996 Routledge London 183-200
32. R.B. McNaughton Foreign market channel integration decisions of Canadian computer software firms International Business Review 5 1996 23-52
33. R.M. Morgan & S.D. Hunt The commitment-trust theory of relationship marketing Journal of Marketing 58 1994 20-38
34. J. Miles & M. Shevlin Applying regression and correlation 2001 Sage London
35. M.W. Peng Behind the success and failure of US export intermediaries 1998 Quorum Westport, Conn
36. A.C. Perry US international trade intermediaries: A field study investigation International Marketing Review 9 1992 7-20
37. B. Petersen G. Benito & T. Pedersen Replacing the foreign intermediary: Motivators and deterrents International Studies of Management and Organization 30 2000 45-62
38. Preacher, K. J. (2003). A primer on interaction effects in multiple linear regression, www.unc.edu/~preacher/interact/interactions.htm web-page accessed on 11 August.
39. A. Rindfleisch & J.B. Heide Transaction cost analysis: Past, present, and future applications Journal of Marketing 61 October 1997 30-54
40. A. Roy P. Walters & S. Luk Chinese puzzles and paradoxes: Conducting business research in China Journal of Business Research 52 2001 203-210
41. A. Sawyer & D. Ball Statistical power and effect size in marketing research Journal of Marketing Research 18 1981 275-290
42. A. Sharma & L.V. Dominguez Channel evolution: A framework for analysis Journal of the Academy of Marketing Science 20 1 1992 1-15
43. S. Sharma R.M. Durand & O. Gur-Arie Identification and analysis of moderator variables Journal of Marketing Research 18 3 1981 291-300
44. A.M. Weiss & N. Kurland Holding distribution channel relationships together: The role of transaction-specific assets Organization Science 8 1997 612-623
45. WTO Annual Report (2005), www.wto.org/english/res_e/reser_e/ annual_report_e.htm accessed on 10 March.