International channels of distribution

Journal of Global Marketing

Volumn 11, Issue 2, 1997, Pages 5-22

  Shoham, Aviv ^a   Rose, Gregory M ^b   Kropp, Fredric ^c  

^a TECHNION ISRAEL INSTITUTE OF TECHNOLOGY   (Israel)

^b UNIVERSITY OF MISSISSIPPI   (United States)

^c UNIVERSITY OF OREGON   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 3042988824     PISSN: 08911762     EISSN: 15286975     Source Type: Journal    
DOI: 10.1300/J042v11n02_02     Document Type: Article

References (41)

1. Anderson, E., & Coughlan, A. T. (1987). International market entry and expansion via independent or integrated channels of distribution. Journal of Marketing, 51(1), 71-82.
2. Bilkey, W. J. (1985). Development of export marketing guidelines. International Marketing Review, 2(1), 31-40.
3. Bilkey, W. J., & Tesar, G. (1977). The export behavior of smaller-sized Wisconsin manufacturing firms. Journal of International Business Studies, 8(1), 93-98
4. Cateora, Philip R. (1996). International Marketing (Ninth Edition). Chicago, IL: Irwin.
5. Cavusgil, T. S., & Zou, S. (1994). Marketing strategy-performance relationship: An investigation of the empirical link in export market ventures. Journal of Marketing, 58(1), 1-21.
6. Cunningham, M. T., & Spigel, R. I. (1971). A study in successful exporting. British Journal of Marketing, 5(Spring), 2-12.
7. Dess, G. G., & Davis, P. S. (1984). Porter’s generic strategies as determinants of strategic group membership and organizational performance. Academy of Management Journal, 27(3), 467-488.
8. Dwyer, F. R. (1980). Channel-member satisfaction: Laboratory insights. Journal of Retailing, 56(Summer), 45-65.
9. Ford, D., & Djefalt, K. (1983). Export marketing of industrial products: Buyers and sellers relationships between developed and developing countries. In M. R. Czinkota (Ed.), Export promotion. NY: Praeger.
10. Ford, D., & Rosson, P. J. (1982). The relationships between export manufacturers and their overseas distributors. In M.R. Czinkota & G. Tesar (Eds.), Export management. NY: Praeger.
11. Frazier, G. L. (1983). Interorganizational exchange behavior: A broadened perspective. Journal of Marketing, 47(Fall), 68-78.
12. Frazier, G. L. & Rody, R. C. (1991). The use of influence strategies in interfirm relationships in industrial product channels. Journal of Marketing, 55(January), 52-69.
13. Galbraith, C., & Schendel, D. (1983). An empirical analysis of strategy type. Strategic Management Journal, 4,153-73.
14. Gaski, J. F. (1984). The theory of power and conflict in channels of distribution. Journal of Marketing, 48(3), 9-29.
15. Gaski, J. F., & Nevin, J. R. (1985). The differential effects of exercised and unexercised power sources in a marketing channel. Journal of Marketing Research, 22(May), 130-142.
16. Hallen, L., & Wiedersheim-Paul, F. (1989). The evolution of psychic distance in international business relationships. In I. Haag & F. Wiedersheim-Paul (Eds.), Between market and hierarchy. Uppsala, Sweden: University of Uppsala.
17. Heide, J. B. & John, G. (1992). Do norms matter in marketing relationships? Journal of Marketing, 56(April), 32-44.
18. Hunt, S. D. and Nevin, J.R. (1974). Power in a channel of distribution: Sources and consequences, Journal of Marketing Research, 11(May), 186-193.
19. James, J. L. & Hill, J. S. (1991). International advertising messages: To adapt or not adapt (That is the question). Journal of Advertising Research, 31 (2), 65-71.
20. Johanson, J., & 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(Spring/Summer), 23-32.
21. Johanson, J., & Wiedersheim-Paul, F. (1975). The internationalization of the firm: Four Swedish case studies. Journal of Management Studies, 12(3), 305-322.
22. Keegan, W. J., & MacMaster, N. A. (1983). Global strategic marketing. In V. H. Kirpalani (Ed.), International marketing (pp. 94-105). Chicago: American Marketing Association.
23. Klein, S., Frazier, G. L. & Roth, V. J. (1990). A transaction cost analysis model of channel integration in international markets. Journal of Marketing Research, 27(May), 196-208.
24. Lusch, R. F. (1976). Channel conflict: Its impact on retailer operating performance. Journal of Retailing, 52(Summer), 3-12, 89-90.
25. Macneil, I. (1980). The New Social Contract: An Inquiry into Modem Contractual Relations. New Haven, CT: Yale University Press.
26. Nunnally, J. (1967). Psychometric theory. NY: McGraw-Hill.
27. Reid, S. (1986). Migration, cultural distance, and international market expansion. In P. W. Turnbull & S. J. Paliwoda (Eds.), Research in International Marketing (pp. 22-34). London, UK: Croom Helm.
28. Robinson, R. B., & Pearce, J. A. (1988). Planned patterns of strategic behavior and their relationship to business-unit performance. Strategic Management Journal, 9,43-60.
29. Root, F. R. (1987). Entry Strategies for International Markets. Lexington, MA: Lexington.
30. Rose, G. M. (1997). Cross-Cultural Values Research: Implications for International Advertising. In L. R. Kahle & L. Chiagouris (Eds.), Values, Lifestyles, and Psychographics. Mahway, NJ: Lawrence Erlbaum, Inc.
31. Rosenberg, L. J. & Stem, L. W. (1971). Conflict measurement in the distribution channel. Journal of Marketing Research, 8(November), 437-442.
32. Rosson, P. J., & Ford, I. D. (1980). Stake, conflict, and performance in export marketing channels. Management International Review, 20(4), 31-37.
33. Rosson, P. J., & Ford, I. D. (1982). Manufacturer-overseas distributor relations and export performance. Journal of International Business Studies, 13(Fall), 57-72.
34. Shoham, A. (1996). Explaining international performance: Marketing mix, planning, and their interaction. A working paper. Technion-Israel Institute of Technology.
35. Shoham, A., Rose, M. G., & Albaum, G. S. (1995). Export motives, psychological distance, and the EPRG framework. Journal of Global Marketing, 8(3/4), 9-37.
36. Stem, L. W. & El-Ansari, A. I. (1977). Marketing Channels. Englewood Cliffs, NJ: Prentice-Hall.
37. Tookey, D. A. (1964). Factors associated with success in exporting. The Journal of Management Studies, 1(1), 48-66.
38. Wilkinson, I. F. (1981). Power, conflict, and satisfaction in distribution channels- an empirical study. Journal of Physical Distribution and Materials Management, 11(7), 20-30.
39. Williamson, O. E. (1975). Markets and hierarchies: Analysis and antitrust implications. NY: The Free Press.
40. Williamson, O. E. (1985). The economic institution of capitalism: Firms, markets, relational contracting. NY: The Free Press.
41. Zeithaml, Valerie A., Leonard L. Berry, and A. Parasuraman (1988), “Communication and Control Processes and Delivery of Service Quality.” Journal of Marketing, 52(April 2), 35-48.