International standardization of channel management and its behavioral and performance outcomes

Journal of International Marketing

Volumn 16, Issue 2, 2008, Pages 120-151

  Shoham, Aviv ^a   Brencic, Maja Makovec ^b   Virant, Vesna ^b   Ruvio, Ayalla ^a  

^a UNIVERSITY OF HAIFA   (Israel)

^b UNIVERSITY OF LJUBLJANA   (Slovenia)

Author keywords

Adaptation; Channel management; International performance; Standardization

Indexed keywords

EID: 45949089213     PISSN: 1069031X     EISSN: None     Source Type: Journal    
DOI: 10.1509/jimk.16.2.120     Document Type: Article

References (90)

1. Aaby, Nils-Erik and Stanley F. Slater (1989), "Management Influences on Export Performance: A Review of the Empirical Literature 1978-1988," International Marketing Review, 6 (4), 7-26.
2. Anderson, Erin and James A. Narus (1990), "A Model of Distributor Firm and Manufacturer Firm Working Relationship," Journal of Marketing, 54 (April), 42-58.
3. _ and Richard L. Oliver (1987), "Perspectives on Behavior-Based Versus Outcome-Based Salesforce Control Systems," Journal of Marketing, 51 (October), 76-78.
4. Armstrong, Scott J. and Terry S. Overton (1977), "Estimating Non-response Bias in Mail Surveys," Journal of Marketing Research, 14 (August), 396-402.
5. Baalbaki, Imad B. and Naresh K. Malhotra (1993), "Marketing Management Bases for International Market Segmentation: An Alternate Look at the Standardization/Customization Debate," International Marketing Review, 10 (1), 19-44.
6. Babakus, Emin, David W. Cravens, Ken Grant, Thomas N. Ingram, and Raymond W. LaForge (1996), "Investigating the Relationships Among Sales, Management Control, Sales Territory Design, Salesperson Performance, and Sales Organization Effectiveness," International Journal of Research in Marketing, 13 (4), 345-65.
7. Bagozzi, Richard P. and T.F. Heatherton (1994), "A General Approach to Representing Multifaceted Personality Constructs: Application to State Self-Esteem," Structural Equations Modeling, 1 (1), 35-67.
8. Bilkey, Warren J. (1982), "Variables Associated with Export Profitability," Journal of International Business Studies, 12 (Fall), 39-55.
9. Buzzell, R.D. (1968), "Can You Standardize Multinational Marketing?" Harvard Business Review, 46 (November-December), 102-113.
10. Calof, Jonathan L. and Paul W. Beamish (1995), "Adapting to Foreign Markets: Explaining Internationalization," International Business Review, 4 (2), 115-31.
11. Cartwright, Dorwin (1968), "The Nature of Group Cohesiveness," in Group Dynamics: Research and Theory, Dorwin Cartwright and Alvin Zander, eds. New York: Harper and Row, 91-109.
12. Cavusgil, Tamer S. and Shaoming Zou (1994), "Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures," Journal of Marketing, 58 (January), 1-21.
13. Chatman, Jennifer A. and Francis J. Flynn (2001), "The Influence of Demographic Heterogeneity on the Emergence and Consequences of Cooperative Norms in Work Teams," Academy of Management Journal, 44 (5), 956-74.
14. Craig, Samuel C., Susan P. Douglas, and Andreas Grein (1992), "Patterns of Convergence and Divergence Among Industrialized Nations: 1960-1988," Journal of International Business Studies, 23 (4), 773-87.
15. De Ruyter, Ko, Luci Moorman, and Jos Lemmink (2001), "Antecedents of Commitment and Trust in Customer-Supplier Relationships in High Technology Markets," Industrial Marketing Management, 30 (3), 271-86.
16. DiMaggio, Paul and Walter W. Powell (1983), "The Iron Cage Revisited: Institutional Isomorphism and Collective Rationality in Organizational Fields," American Sociological Review, 48 (April), 147-60.
17. Douglas, Susan P. and Yoram Wind (1987), "The Myth of Globalization," Columbia Journal of World Business, 24 (3), 19-30.
18. Dunham, Randall B. and Jon L. Pierce (1989), Management. Glenview, IL: Scott, Foresman and Co.
19. Erez, Miriam and P. Christopher Early (1993), Culture, Self-Identity, and Work. Oxford: Oxford University Press.
20. Frazier, Gary L. (1999), "Organizing and Managing Channels of Distribution," Journal of the Academy of Marketing Science, 27 (2), 226-40.
21. George, Jennifer M. and Kenneth Bettenhausen (1990), "Understanding Prosocial Behavior, Sales Performance, and Turnover: A Group-Level Analysis in a Service Context," Journal of Applied Psychology, 75 (6), 698-709.
22. Gilson, Lucy L., John E. Mathieu, Christina E. Shalley, and Thomas M. Ruddy (2005), "Creativity and Standardization: Complementary or Conflicting Drivers of Team Effectiveness," Academy of Management Journal, 48 (3), 521-31.
23. Grant, Ken and David W. Cravens (1999), "Examining the Antecedents of Sales Organization Effectiveness: An Australian Study," European Journal of Marketing, 33 (9-10), 945-57.
24. Greenberg, Jerald and Robert A. Baron (1997), Behavior in Organizations. Upper Saddle River, NJ: Prentice Hall.
25. Griffith, David A., Michael Y. Hu, and John K. Ryans Jr. (2000), "Process Standardization Across Intra- and Inter-Cultural Relationships," Journal of International Business Studies, 31 (2), 303-324.
26. Hair, Joseph F., Jr., Rolph E. Anderson, Ronald L. Tatham, and William C. Black (1992), Multivariate Data Analysis. New York: Macmillan.
27. Hofstede, Geert (1984), Culture's Consequences. Beverly Hills, CA: Sage Publications.
28. _ (1993), "Cultural Constraints in Management Theories," The Executive, 7 (1), 81-94.
29. Holm, Desiree Blankenburg, Kent Eriksson, and Jan Johanson (1999), "Creating Value Through Mutual Commitment to Business Network Relationships," Strategic Management Journal, 20 (5), 467-86.
30. Hout, Thomas, Michael E. Porter, and Eileen Rudden (1982), "How Global Companies Win Out," Harvard Business Review, 60 (September-October), 98-108.
31. Hurley, Robert F. and G. Tomas M. Hult (1998), "Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination," Journal of Marketing, 62 (July), 42-54.
32. Jain, Subhash C. (1989), "Standardization of International Marketing Strategy: Some Research Hypotheses," Journal of Marketing, 53 (January), 70-79.
33. Jap, D. Sandy (1999), "Pie-Expansion Efforts: Collaboration Processes in Buyer-Supplier Relationships," Journal of Marketing Research, 36 (November), 461-75.
34. Jaramillo, Fernando, Jay Prakash Mulki, and Greg W. Marshall (2005), "A Meta-Analysis of the Relationship Between Organizational Commitment and Salesperson Job Performance: 25 Years of Research," Journal of Business Research, 58 (6), 705-714.
35. Jaworski, Bernard J. and Ajay K. Kohli (1993), "Market Orientation: Antecedents and Consequences," Journal of Marketing, 57 (July), 53-70.
36. Jensen, Robert and Gabriel Szulanski (2004), "Stickiness and the Adaptation of Organizational Practices in Cross-Border Knowledge Transfers," Journal of International Business Studies, 35 (6), 508-523.
37. Jewell, Linda N. and H. Joseph Reitz (1981), Group Effectiveness in Organizations. Glenview, IL: Scott, Foresman and Co.
38. Joyce, William F. and John W. Slocum (1984), "Collective Climate: Agreement as a Basis for Defining Climates in Organizations," Academy of Management Journal, 27 (December), 721-42.
39. Kale, Dudhir H. (1995), "Grouping Euroconsumers: A Culture-Based Clustering Approach," Journal of International Marketing, 3 (3), 35-48.
40. Katsikea, Eva S. and Dionisis A. Skarmeas (2003), "Organizational and Managerial Drivers of Effective Export Sales Organizations: An Empirical Investigation," European Journal of Marketing, 37 (11-12), 1723-45.
41. Katsikeas, Constantine S., Saeed Samiee, and Marios Theodosiou (2006), "Strategy Fit and Performance Consequences of International Marketing Standardization," Strategic Management Journal, 27 (9), 867-90.
42. Kolman, Ludek, Niels G. Noorderhaven, Geert Hofstede, and Elisabeth Dienes (2003), "Cross-Cultural Differences in Central Europe," Journal of Managerial Psychology, 18 (1), 76-88.
43. Kostova, Tatiana (1999), "Transnational Transfer of Strategic Organizational Practices: A Contextual Perspective," Academy of Management Review, 24 (2), 308-324.
44. _ and Rendall Roth (2002), "Adoption of an Organizational Practice by Subsidiaries of Multinational Corporations: Institutional and Relational Effects," Academy of Management Journal, 45 (1), 215-33.
45. _ and S. Zaheer (1999), "Organizational Legitimacy Under Conditions of Complexity: The Case of the Multinational Enterprise," Academy of Management Review, 24 (1), 64-81.
46. Koys, Daniel J. and Thomas A. DeCotiis (1991), "Inductive Measures of Psychological Climate," Human Relations, 44 (March), 265-85.
47. Kumar, Nirmalya, Louis W. Stern, and James C. Anderson (1993), "Conducting International Research Using Key Informants," Academy of Management Journal, 36 (6), 1633-51.
48. Leonidou, Leonidas C. and Constantine S. Katsikeas (1996), "The Export Development Process: An Integrative Review of Empirical Models," Journal of International Business Studies, 27 (3), 517-51.
49. _, and John Hadjimarcou (2002), "Building Successful Export Business Relationships: A Behavioural Perspective," Journal of International Marketing, 10 (3), 96-115.
50. Leung, Kwok, Rabi S. Bhagat, Nancy R. Buchan, Miriam Erez, and Cristina B. Gibson (2005), "Culture and International Business: Recent Advances and Their Implications for Future Research," Journal of International Business Studies, 36 (4), 357-78.
51. Levitt, Theodore (1983), "The Globalization of Markets," Harvard Business Review, 61 (May-June), 92-102.
52. Maitland, Elizabeth, Elizabeth L. Rose, and Stephen Nicholas (2005), "How Firms Grow: Clustering as a Dynamic Model of Internationalization, " Journal of International Business Studies, 36 (4), 435-51.
53. Malhotra, Naresh K. and David F. Birks (1999), Marketing Research: An Applied Approach (European ed.). London: Financial Times/Pearson Education.
54. Meyer, John W. and Brian Rowan (1977), "Institutional Organizations: Formal Structure as Myth and Ceremony," American Journal of Sociology, 83 (2), 340-63.
55. _ and Richard Scott (1983), Organizational Environments: Ritual and Rationality. Beverly Hills, CA: Sage Publications.
56. Michaels, Ronald E., William L. Cron, Alan J. Dubinsky, and Erich A. Joachimsthaler (1988), "Influence of Formalization on the Organizational Commitment and Work Alienation of Sales-people and Industrial Buyers," Journal of Marketing Research, 25 (November), 376-83.
57. Mohr, Jakki and John Nevin (1990), "Communication Strategies in Marketing Channels: A Theoretical Perspective," Journal of Marketing, 54 (October), 36-51.
58. Morgan, Robert M. and Shelby D. Hunt (1994), "The Commitment-Trust Theory of Relationship Marketing," Journal of Marketing, 58 (July), 20-38.
59. Morosini, Piero, Scott Shane, and Harbir Singh (1998), "National Cultural Distance and Cross-Border Acquisition Performance," Journal of International Business Studies, 29 (1), 137-58.
60. Mowday, Rich T., Lyman W. Porter, and Richard M. Steers (1982), Employee Organization Linkages: The Psychology of Commitment, Absenteeism, and Turnover. New York: Academic Press.
61. O'Reilly, Charles A. and Jerry A. Chatman (1986), "Organizational Commitment and Psychological Attachment: The Effects of Compliance, Identification, and Internalization on Prosocial Behavior," Journal of Applied Psychology, 71 (August), 492-99.
62. Paswan, Audhesh K. and Joyce A. Young (1999), "An Exploratory Examination of the Relationship Between Channel Support Mechanisms and Relational Norms in an International Context," Journal of Business & Industrial Marketing, 14 (5-6), 445-55.
63. Paterson, S.L. and D.M. Brock (2002), "The Development of Subsidiary-Management Research: Review and Theoretical Analysis," International Business Review, 11 (2), 139-63.
64. Porter, Lyman W., Richard M. Steers, Rich T. Mowday, and R.V. Boulain (1974), "Organizational Commitment, Job Satisfaction, and Turnover Among Psychiatric Technicians," Journal of Applied Psychology, 59 (5), 603-609.
65. Prahalad, C.K. and Yves L. Doz (1987), The Multinational Mission: Balancing Local Demands and Global Vision. New York: The Free Press.
66. Quelch, John A. and Robert D. Buzzell (1989), "Marketing Moves Through EC Crossroads," Sloan Management Review, 29 (Fall), 63-74.
67. _ and Edward J. Hoff (1986), "Customizing Global Marketing," Harvard Business Review, 64 (May-June), 59-68.
68. Randall, Donna M., Donald B. Fedor, and Clinton O. Longenecker (1990), "The Behavioral Expression of Organizational Commitment," Journal of Vocational Behavior, 36 (2), 210-24.
69. Selznick, Philip (1992), The Moral Commonwealth: Social Theory and the Promise of Community. Berkeley: University of California Press.
70. Shaw, Malcolm E. (1981), Group Dynamics: The Dynamics of Small Group Behavior. New York: McGraw-Hill.
71. Shoham, Aviv (1995), "Global Marketing Standardization," Journal of Global Marketing, 9 (1-2), 91-119.
72. _ (1998), "Export Performance: A Conceptualization and Empirical Assessment," Journal of International Marketing, 6 (3), 59-81.
73. _ (1999), "Bounded Rationality, Planning, Standardization of International Strategy, and Export Performance: A Structural Model Examination," Journal of International Marketing, 7 (2), 24-50.
74. _ (2002), "Standardization of International Strategy and Export Performance: A Meta-Analysis," Journal of Global Marketing, 16 (1-2), 97-120.
75. _ and Gerald Albaum (1994), "Transfer of Marketing Activities from Denmark to Foreign Markets," International Business Review, 3 (3), 219-41.
76. _ and Gregory M. Rose (1993), "Export Performance: A Meta-Analytic Integration," in Developments in Marketing Science, Vol. 16, Michael Levy and Dhruv Grewal, eds. Coral Gables, FL: Academy of Marketing Science, 230-44.
77. _, and Fredric Kropp (2005), "Market Orientation and Performance: A Meta-Analysis," Marketing Intelligence and Planning, 23 (5), 435-54.
78. Somers, Mark J. (1995), "Organizational Commitment, Turnover, and Absenteeism: An Examination of Direct and Interaction Effects," Journal of Organizational Behavior, 16 (1), 49-58.
79. Sorenson, Ralph Z. and Ulrich E. Wiechmann (1975), "How Multinationals View Marketing Standardization," Harvard Business Review, 53 (May-June), 38-54.
80. Steers, Richard M. (1977), "Antecedents and Outcomes of Organizational Commitment," Administrative Science Quarterly, 22 (1), 46-56.
81. _ and Lyman W. Porter (1979), Motivation and Work Behavior. New York: McGraw-Hill.
82. Stewart, David B. and Andrew McAuley (2000), "Congruence of Domestic and Export Marketing Strategies," International Marketing Review, 17 (6), 563-85.
83. Strutton, David, Lou E. Pelton, and James R. Lumpkin (1993), "The Influence of Psychological Climate on Conflict Resolution Strategies in Franchise Relationships," Journal of the Academy of Marketing Science, 21 (3), 207-215.
84. Szulanski, Gabriel (1996), "Exploring Internal Stickiness: Impediments to the Transfer of Best Practice Within the Firm," Strategic Management Journal, 17 (Special Issue), 27-43.
85. Tett, Robert P. and John P. Meyer (1993), "Job Satisfaction, Organizational Commitment, Turnover Intention, and Turnover: Path Analysis Based on Meta-Analytical Findings," Personnel Psychology, 46 (2), 259-74.
86. Wierenga, Berend, Ad Pruyn, and Eric Waarts (1996), "The Key to Successful Euromarketing: Standardization or Customization?" Journal of International Consumer Marketing, 8 (3-4), 39-68.
87. World Trade Organization (2004), World Trade Report 2004 (accessed February 7, 2007), [available at http://www.wto.org/english/res_e/booksp_e/ anrep_e/world_trade_report04_e.pdf].
88. Zaheer, S. (1995), "Overcoming the Liability of Foreignness," Academy of Management Journal, 38 (2), 341-63.
89. Zou, Shaoming and S. Tamer Cavusgil (2002), "The GMS: A Broad Conceptualization of Global Marketing Strategy and Its Effect on Firm Performance," Journal of Marketing, 66 (October), 40-56.
90. _, Charles R. Taylor, and Gregory E. Osland (1998), "The EXPERF Scale: A Cross-National Generalized Export Performance Measure," Journal of International Marketing, 6 (3), 37-58.