메뉴 건너뛰기




Volumn 50, Issue 3, 2013, Pages 378-398

Marketing channels in foreign markets: Control mechanisms and the moderating role of multinational corporation headquarters-subsidiary relationship

Author keywords

Bayesian structural equation modeling; Control mechanisms; Headquarters subsidiary relationship; Multinational firms; Subsidiary management

Indexed keywords


EID: 84879225715     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmr.11.0487     Document Type: Article
Times cited : (54)

References (82)
  • 1
    • 0000589044 scopus 로고
    • Production, information costs, and economic organization
    • Alchian, Armen A. and Harold Demsetz (1972), "Production, information costs, and economic organization," American Economic Review, 62 (5), 777-95.
    • (1972) American Economic Review , vol.62 , Issue.5 , pp. 777-795
    • Alchian, A.A.1    Demsetz, H.2
  • 2
    • 4043122632 scopus 로고    scopus 로고
    • Subsidiaries and knowledge creation: The influence of the mnc and host country on innovation
    • Almeida, Paul and Anupama Phene (2004), "Subsidiaries and knowledge creation: The influence of the mnc and host country on innovation," Strategic Management Journal, 25 (8/9), 847-64.
    • (2004) Strategic Management Journal , vol.25 , Issue.8-9 , pp. 847-864
    • Almeida, P.1    Phene, A.2
  • 3
    • 34147100592 scopus 로고    scopus 로고
    • Innovation and control in the multinational firm: A comparison of political and contingency approaches
    • DOI 10.1002/smj.584
    • Ambos, B. and Bodo B. Schlegelmilch (2007), "Innovation and Control in the Multinational Firm: A Comparison of Political and Contingency Approaches," Strategic Management Journal, 28 (5), 473-86. (Pubitemid 46571834)
    • (2007) Strategic Management Journal , vol.28 , Issue.5 , pp. 473-486
    • Ambos, B.1    Schlegelmilch, B.B.2
  • 4
    • 0002498105 scopus 로고
    • Perspectives on behavior-based versus outcome-based salesforce control systems
    • Anderson, Erin and Richard L. Oliver (1987), "Perspectives on behavior-based versus outcome-based salesforce control systems," Journal of Marketing, 51 (October), 76-88.
    • (1987) Journal of Marketing , vol.51 , Issue.OCTOBER , pp. 76-88
    • Anderson, E.1    Oliver, R.L.2
  • 5
    • 0000906501 scopus 로고
    • The use of pledges to build and sustain commitment in distribution channels
    • Anderson, Erinand Barton Weitz (1992), "The use of pledges to build and sustain commitment in distribution channels," Journal of Marketing Research, 29 (February), 18-34.
    • (1992) Journal of Marketing Research , vol.29 , Issue.FEBRUARY , pp. 18-34
    • Anderson, E.1    Weitz, B.2
  • 6
    • 34548084631 scopus 로고    scopus 로고
    • Balancing subsidiary influence in the federative mnc: A business network view
    • Andersson, Ulf, Mats Forsgren, and Ulf Holm (2007), "Balancing subsidiary influence in the federative mnc: A business network view," Journal of International Business Studies, 38 (5), 802-818.
    • (2007) Journal of International Business Studies , vol.38 , Issue.5 , pp. 802-818
    • Andersson, U.1    Forsgren, M.2    Holm, U.3
  • 7
    • 0035594915 scopus 로고    scopus 로고
    • The severity of contract enforcement in interfirm relationships
    • Antia, Kersi D. and Gary L. Frazier (2001), "The severity of contract enforcement in interfirm relationships," Journal of Marketing, 65 (October), 67-81.
    • (2001) Journal of Marketing , vol.65 , Issue.OCTOBER , pp. 67-81
    • Antia, K.D.1    Frazier, G.L.2
  • 10
    • 84881944225 scopus 로고    scopus 로고
    • The future of the transnational: An evolving global role
    • 5th ed., Christopher A. Bartlett, Sumantra Ghoshal, and Paul W. Beamish, eds. Burr Ridge, IL: McGraw-Hill/Irwin
    • Bartlett, Christopher A. and Paul W. Beamish (2008), "The future of the transnational: An evolving global role," in Transnational Management: Text, Cases, and Readings in Cross-Border Management, 5th ed., Christopher A. Bartlett, Sumantra Ghoshal, and Paul W. Beamish, eds. Burr Ridge, IL: McGraw-Hill/Irwin, 727-43.
    • (2008) Transnational Management: Text, Cases, and Readings in Cross-Border Management , pp. 727-743
    • Bartlett, C.A.1    Beamish, P.W.2
  • 12
    • 0031541097 scopus 로고    scopus 로고
    • The effect of output controls, process controls, and flexibility on export channel performance
    • Bello, Daniel C. and David I. Gilliland (1997), "The effect of output controls, process controls, and flexibility on export channel performance," Journal of Marketing, 61 (January), 22-38.
    • (1997) Journal of Marketing , vol.61 , Issue.JANUARY , pp. 22-38
    • Bello, D.C.1    Gilliland, D.I.2
  • 13
    • 78349247534 scopus 로고    scopus 로고
    • Does accommodating a self-serving partner in an international marketing alliance pay off
    • Bello, Daniel C., Constantine S. Katsikeas, and Matthew J. Robson (2010), "Does accommodating a self-serving partner in an international marketing alliance pay off?" Journal of Marketing, 74 (November), 77-93.
    • (2010) Journal of Marketing , vol.74 , Issue.NOVEMBER , pp. 77-93
    • Bello, D.C.1    Katsikeas, C.S.2    Robson, M.J.3
  • 14
    • 0002057980 scopus 로고
    • Agency relationships in marketing: A review of the implications and applications of agency and related theories
    • Bergen, Mark, Shantanu Dutta, and Orville C. Walker Jr. (1992), "Agency relationships in marketing: A review of the implications and applications of agency and related theories," Journal of Marketing, 56 (July), 1-24.
    • (1992) Journal of Marketing , vol.56 , Issue.JULY , pp. 1-24
    • Bergen, M.1    Dutta, S.2    Walker Jr., O.C.3
  • 15
    • 33745463704 scopus 로고    scopus 로고
    • Why do some multinational corporations relocate their headquarters overseas
    • Birkinshaw, Julian, Pontus Braunerhjelm, Ulf Holm, and Siri Terjesen (2006), "Why do some multinational corporations relocate their headquarters overseas?" Strategic Management Journal, 27 (7), 681-700.
    • (2006) Strategic Management Journal , vol.27 , Issue.7 , pp. 681-700
    • Birkinshaw, J.1    Braunerhjelm, P.2    Holm, U.3    Terjesen, S.4
  • 16
    • 0032330234 scopus 로고    scopus 로고
    • Multinational subsidiary evolution: Capability and charter change in foreign-owned subsidiary companies
    • Birkinshaw, Julian,and Neil Hood (1998), "Multinational subsidiary evolution: Capability and charter change in foreign-owned subsidiary companies," Academy of Management Review, 23 (4), 773-95.
    • (1998) Academy of Management Review , vol.23 , Issue.4 , pp. 773-795
    • Birkinshaw, J.1    Hood, N.2
  • 18
    • 34247097827 scopus 로고    scopus 로고
    • When to give up control of outsourced new product development
    • Carson, Stephen J. (2007), "When to give up control of outsourced new product development," Journal of Marketing, 71 (January), 49-66.
    • (2007) Journal of Marketing , vol.71 , Issue.JANUARY , pp. 49-66
    • Carson, S.J.1
  • 19
    • 0001291515 scopus 로고    scopus 로고
    • Outcome-based and behavior-based coordination efforts in channel relationships
    • Celly, Kirti S. and Gary L. Frazier (1996), "Outcome-based and behavior-based coordination efforts in channel relationships," Journal of Marketing Research, 33 (May), 200-210.
    • (1996) Journal of Marketing Research , vol.33 , Issue.MAY , pp. 200-210
    • Celly, K.S.1    Frazier, G.L.2
  • 21
    • 0030554512 scopus 로고    scopus 로고
    • Dimensions and types of supervisory control: Effects on salesperson performance and satisfaction
    • Challagalla, Goutam M. and Tasadduq A. Shervani (1996), "Dimensions and types of supervisory control: Effects on salesperson performance and satisfaction," Journal of Marketing, 60 (January), 89-105.
    • (1996) Journal of Marketing , vol.60 , Issue.JANUARY , pp. 89-105
    • Challagalla, G.M.1    Shervani, T.A.2
  • 23
    • 84999518765 scopus 로고    scopus 로고
    • Medical device growth in emerging markets
    • (June), (accessed March 8, 2013)
    • Donoghoe, Nicholas, Ajay Gupta, Rob Linden, Palash Mitra, and Ingo B.V. Morgenstern (2012), "Medical device growth in emerging markets," In Vivo: The Business & Medicine Report, (June), (accessed March 8, 2013), [available at http://www. mckinsey.com/Search.aspx?q=Medical%20Device%20Growth %20in%20Emerging%20Markets].
    • (2012) Vivo: The Business & Medicine Report
    • Donoghoe, N.1    Gupta, A.2    Linden, R.3    Mitra, P.4    Morgenstern, I.B.V.5
  • 24
    • 84879234654 scopus 로고    scopus 로고
    • Subsidiary redefinition: Charter loss in a german-owned subsidiary in hungary
    • (accessed March 8, 2013)
    • Dörrenbächer, Christoph and Jens Gammelgaard (2006), "Subsidiary redefinition: Charter loss in a german-owned subsidiary in hungary," WZB Discussion Paper SP III 2006-201, (accessed March 8, 2013), [available at https://www.econstor. eu/dspace/bitstream/10419/48957/1 /525308377.pdf].
    • (2006) WZB Discussion Paper SP III 2006-201
    • Dörrenbächer, C.1    Gammelgaard, J.2
  • 25
    • 84989023242 scopus 로고
    • Managing dmncs: A search for a new paradigm
    • Doz, Yves L. and Coimbatore K. Prahalad (1991), "Managing dmncs: A search for a new paradigm," Strategic Management Journal, 12 (Special Issue), 145-64.
    • (1991) Strategic Management Journal , vol.12 , Issue.SPEC. ISSUE , pp. 145-164
    • Doz, Y.L.1    Prahalad, C.K.2
  • 26
    • 0000543932 scopus 로고
    • Environmental relationships of the internal political economy of marketing channels
    • Dwyer, F. Robert and M. Ann Welsh (1985), "Environmental relationships of the internal political economy of marketing channels," Journal of Marketing Research, 22 (November), 397-414.
    • (1985) Journal of Marketing Research , vol.22 , Issue.NOVEMBER , pp. 397-414
    • Dwyer, F.R.1    Welsh, M.A.2
  • 27
    • 31144452686 scopus 로고    scopus 로고
    • Solving and testing for regressor-error (in)dependence when no instrumental variables are available: With new evidence for the effect of education on income
    • Ebbes, Peter, Michel Wedel, Ulf Böckenholt, and Ton Steerneman (2005), "Solving and testing for regressor-error (in)dependence when no instrumental variables are available: With new evidence for the effect of education on income," Quantitative Marketing and Economics, 3 (4), 365-92.
    • (2005) Quantitative Marketing and Economics , vol.3 , Issue.4 , pp. 365-392
    • Ebbes, P.1    Wedel, M.2    Böckenholt, U.3    Steerneman, T.4
  • 28
    • 0001336426 scopus 로고
    • Agency theory: An assessment and review
    • Eisenhardt, Kathleen M. (1989), "Agency theory: An assessment and review," Academy of Management Review, 14 (1), 57-74.
    • (1989) Academy of Management Review , vol.14 , Issue.1 , pp. 57-74
    • Eisenhardt, K.M.1
  • 29
    • 65249168848 scopus 로고    scopus 로고
    • MNC subsidiaries and country risk: Internalization as a safeguard against weak external institutions
    • Feinberg, Susan E. and Anil K. Gupta (2009), "MNC subsidiaries and country risk: Internalization as a safeguard against weak external institutions," Academy of Management Journal, 52 (2), 381-99.
    • (2009) Academy of Management Journal , vol.52 , Issue.2 , pp. 381-399
    • Feinberg, S.E.1    Gupta, A.K.2
  • 30
    • 84879248257 scopus 로고    scopus 로고
    • Ford distributors driving specialty fleet sales in developing nations
    • Ford February 23, (accessed March 11, 2013)
    • Ford (2007), "Ford distributors driving specialty fleet sales in developing nations," news release (February 23), (accessed March 11, 2013), [available at http://media.ford.com/article- display.cfm?artide-id=25487].
    • (2007) News Release
  • 31
    • 67650149011 scopus 로고    scopus 로고
    • Distributor sharing of strategic information with suppliers
    • Frazier, Gary L., Elliot Maltz, Kersi D. Antia, and Aric Rindfleisch (2009), "Distributor sharing of strategic information with suppliers," Journal of Marketing, 73 (July), 31-43.
    • (2009) Journal of Marketing , vol.73 , Issue.JULY , pp. 31-43
    • Frazier, G.L.1    Maltz, E.2    Antia, K.D.3    Rindfleisch, A.4
  • 32
    • 84908912763 scopus 로고    scopus 로고
    • The intensity of affect and resistance to social influence
    • Eric S. Knowles and Jay A. Linn, eds. Mahwah, NJ: Lawrence Erlbaum Associates
    • Fuegen, Kathleen and Jack W. Brehm (2004), "The intensity of affect and resistance to social influence," in Resistance and Persuasion, Eric S. Knowles and Jay A. Linn, eds. Mahwah, NJ: Lawrence Erlbaum Associates, 39-63.
    • (2004) Resistance and Persuasion , pp. 39-63
    • Fuegen, K.1    Brehm, J.W.2
  • 33
    • 0021518209 scopus 로고
    • Stochastic relaxation, gibbs distributions, and the bayesian restoration of images
    • Geman, Stuart and Donald Geman (1984), "Stochastic Relaxation, Gibbs Distributions and the Bayesian Restoration of Images," IEEE Transactions on Pattern Analysis and Machine Intelligence, 6 (6), 721-41. (Pubitemid 15453722)
    • (1984) IEEE Transactions on Pattern Analysis and Machine Intelligence , vol.PAMI-6 , Issue.6 , pp. 721-741
    • Geman, S.1    Geman, D.2
  • 34
    • 33751585962 scopus 로고    scopus 로고
    • Customizing complex products: When should the vendor take control
    • Ghosh, Mrinal, Shantanu Dutta, and Stefan Stremersch (2006), "Customizing complex products: When should the vendor take control?" Journal of Marketing Research, 43 (November), 664-79.
    • (2006) Journal of Marketing Research , vol.43 , Issue.NOVEMBER , pp. 664-679
    • Ghosh, M.1    Dutta, S.2    Stremersch, S.3
  • 35
    • 70349900276 scopus 로고    scopus 로고
    • When should original equipment manufacturers use branded component contracts with suppliers
    • Ghosh, Mrinaland G. John (2009), "When should original equipment manufacturers use branded component contracts with suppliers?" Journal of Marketing Research, 46 (October), 597-611.
    • (2009) Journal of Marketing Research , vol.46 , Issue.OCTOBER , pp. 597-611
    • Ghosh, M.1    John, G.2
  • 36
    • 0002162444 scopus 로고
    • Interunit communication in multinational corporations
    • Ghoshal, Sumantra, Harry Korine, and Gabriel Szulanski (1994), "Interunit communication in multinational corporations," Management Science, 40 (1), 96-110.
    • (1994) Management Science , vol.40 , Issue.1 , pp. 96-110
    • Ghoshal, S.1    Korine, H.2    Szulanski, G.3
  • 37
    • 77954167582 scopus 로고    scopus 로고
    • Inside organizations: Pricing, politics, and path dependence
    • Gibbons, Robert S. (2010), "Inside organizations: Pricing, politics, and path dependence," Annual Review of Economics, 2 (1), 337-65.
    • (2010) Annual Review of Economics , vol.2 , Issue.1 , pp. 337-365
    • Gibbons, R.S.1
  • 38
    • 17044428559 scopus 로고    scopus 로고
    • The Impact of social structure on economic outcomes
    • Granovetter, Mark (2005), "The Impact of social structure on economic outcomes," Journal of Economic Perspectives, 19 (1), 33-50.
    • (2005) Journal of Economic Perspectives , vol.19 , Issue.1 , pp. 33-50
    • Granovetter, M.1
  • 39
    • 2942649403 scopus 로고    scopus 로고
    • Toward a knowledge-based theory of the firm
    • Grant, Robert M. (1996), "Toward a knowledge-based theory of the firm," Strategic Management Journal, 17 (Special Issue), 109-122.
    • (1996) Strategic Management Journal , vol.17 , Issue.SPEC. ISSUE , pp. 109-122
    • Grant, R.M.1
  • 40
    • 11144308765 scopus 로고    scopus 로고
    • Multicollinearity and measurement error in structural equation models: Implications for theory testing
    • Grewal, Rajdeep, Joseph A. Cote, and Hans Baumgartner (2004), "Multicollinearity and measurement error in structural equation models: Implications for theory testing," Marketing Science, 23 (4), 519-29.
    • (2004) Marketing Science , vol.23 , Issue.4 , pp. 519-529
    • Grewal, R.1    Cote, J.A.2    Baumgartner, H.3
  • 41
    • 67349220759 scopus 로고    scopus 로고
    • Governance decisions for the offshore outsourcing of new product development in technology intensive markets
    • Griffith, David A., Nukhet Harmancioglu, and Cornelia Droge (2009), "Governance decisions for the offshore outsourcing of new product development in technology intensive markets," Journal of World Business, 44 (3), 217-24.
    • (2009) Journal of World Business , vol.44 , Issue.3 , pp. 217-224
    • Griffith, D.A.1    Harmancioglu, N.2    Droge, C.3
  • 42
    • 0000714258 scopus 로고    scopus 로고
    • Feedback seeking behavior within multinational corporations
    • Gupta, Anil K., Vijay Govindarajan, and Ayesha Malhotra (1999), "Feedback seeking behavior within multinational corporations," Strategic Management Journal, 20 (3), 205-222.
    • (1999) Strategic Management Journal , vol.20 , Issue.3 , pp. 205-222
    • Gupta, A.K.1    Govindarajan, V.2    Malhotra, A.3
  • 43
    • 34548764322 scopus 로고    scopus 로고
    • Interfirm monitoring, social contracts, and relationship outcomes
    • Heide, Jan B., Kenneth H. Wathne, and Aksel I. Rokkan (2007), "Interfirm monitoring, social contracts, and relationship outcomes," Journal of Marketing Research, 44 (August), 425-33.
    • (2007) Journal of Marketing Research , vol.44 , Issue.AUGUST , pp. 425-433
    • Heide, J.B.1    Wathne, K.H.2    Rokkan, A.I.3
  • 44
    • 70349801392 scopus 로고    scopus 로고
    • Institutions and Organizations Across Nations Thousand Oaks, CA: Sage Publications
    • Hofstede, Geert (2001), Culture's Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations. Thousand Oaks, CA: Sage Publications.
    • (2001) Culture's Consequences: Comparing Values, Behaviors
    • Hofstede, G.1
  • 46
    • 84879240549 scopus 로고    scopus 로고
    • Honda (accessed April 11, 2012)
    • Honda (2012), "Maintenance Support Initiatives," (accessed April 11, 2012), [available at http://world.honda.com/CSR/customer/ service/].
    • (2012) Maintenance Support Initiatives
  • 47
    • 84879216440 scopus 로고    scopus 로고
    • Direct investment positions for 2007: Country and industry detail
    • Ibarra, Marilyn and Jennifer Koncz (2008), "Direct investment positions for 2007: Country and industry detail," Survey of Current Business, 88 (July), 20-35.
    • (2008) Survey of Current Business , vol.88 , Issue.JULY , pp. 20-35
    • Ibarra, M.1    Koncz, J.2
  • 48
    • 44649197264 scopus 로고
    • Theory of the firm: Managerial behavior, agency costs and ownership structure
    • Jensen, Michael C. and William H. Meckling (1976), "Theory of the firm: managerial behavior, agency costs and ownership structure," Journal of Financial Economics, 3 (4), 305-360.
    • (1976) Journal of Financial Economics , vol.3 , Issue.4 , pp. 305-360
    • Jensen, M.C.1    Meckling, W.H.2
  • 49
    • 84860581241 scopus 로고    scopus 로고
    • Contracts, extracontractual incentives, and ex post behavior in franchise channel relationships
    • Kashyap, Vishal, Kersi D. Antia, and Gary L. Frazier (2011), "Contracts, extracontractual incentives, and ex post behavior in franchise channel relationships," Journal of Marketing Research, 49 (April), 260-76.
    • (2011) Journal of Marketing Research , vol.49 , Issue.APRIL , pp. 260-276
    • Kashyap, V.1    Antia, K.D.2    Frazier, G.L.3
  • 50
    • 0041706203 scopus 로고    scopus 로고
    • The global integration of business functions: A study of multinational businesses in integrated global industries
    • DOI 10.1057/palgrave.jibs.8400035
    • Kim, K., J.H. Park, and John E. Prescott (2003), "The Global Integration of Business Functions: A Study of Multinational Businesses in Integrated Global Industries," Journal of International Business Studies, 34 (4), 327-44. (Pubitemid 36946216)
    • (2003) Journal of International Business Studies , vol.34 , Issue.4 , pp. 327-344
    • Kim, K.1    Park, J.-H.2    Prescott, J.E.3
  • 51
    • 1642416777 scopus 로고    scopus 로고
    • Fair process: Managing in the knowledge economy
    • Kim, W. Chan and Renée A. Mauborgne (2003), "Fair process: managing in the knowledge economy," Harvard Business Review, 81(1), 127-36.
    • (2003) Harvard Business Review , vol.81 , Issue.1 , pp. 127-136
    • Kim, W.C.1    Mauborgne, R.A.2
  • 52
    • 77951887197 scopus 로고    scopus 로고
    • Wealth effects of international investments and agency problems for korean multinational firms
    • Kim, Wi Saeng (2003), "Wealth effects of international investments and agency problems for korean multinational firms," Journal of International Financial Management & Accounting, 14(3), 194-217.
    • (2003) Journal of International Financial Management & Accounting , vol.14 , Issue.3 , pp. 194-217
    • Kim, W.S.1
  • 53
    • 85107738918 scopus 로고
    • The Effects of perceived interdependence on dealer attitudes
    • Kumar, Nirmalya, Lisa K. Scheer, and Jan-Benedict E.M. Steenkamp (1995), "The Effects of perceived interdependence on dealer attitudes," Journal of Marketing Research, 32 (August), 348-56.
    • (1995) Journal of Marketing Research , vol.32 , Issue.AUGUST , pp. 348-356
    • Kumar, N.1    Scheer, L.K.2    Steenkamp, J.-B.E.M.3
  • 55
    • 84991904404 scopus 로고    scopus 로고
    • Accounting for common method variance in cross-sectional research designs
    • Lindell, Michael K. and David J. Whitney (2001), "Accounting for common method variance in cross-sectional research designs," Journal of Applied Psychology, 86(1), 114-21.
    • (2001) Journal of Applied Psychology , vol.86 , Issue.1 , pp. 114-121
    • Lindell, M.K.1    Whitney, D.J.2
  • 56
    • 0036605278 scopus 로고    scopus 로고
    • Reassessing the fundamentals and beyond: Ronald coase, the transaction cost and resourcebased theories of the firm and the institutional structure of production
    • Madhok, Anoop (2002), "Reassessing the fundamentals and beyond: Ronald coase, the transaction cost and resourcebased theories of the firm and the institutional structure of production," Strategic Management Journal, 23(6), 535-50.
    • (2002) Strategic Management Journal , vol.23 , Issue.6 , pp. 535-550
    • Madhok, A.1
  • 58
    • 0030522029 scopus 로고    scopus 로고
    • Collaborative communication in interfirm relationships: Moderating effects of integration and control
    • Mohr, Jakki J., Robert J. Fisher, and John R. Nevin (1996), "Collaborative communication in interfirm relationships: Moderating effects of integration and control," Journal of Marketing, 60(July), 103-115.
    • (1996) Journal of Marketing , vol.60 , Issue.JULY , pp. 103-115
    • Mohr, J.J.1    Fisher, R.J.2    Nevin, J.R.3
  • 59
    • 84989045676 scopus 로고
    • A taxonomy of business level strategies in global industries
    • Morrison, Allen J. and Kendall Roth (1992), "A taxonomy of business level strategies in global industries," Strategic Management Journal, 13 (6), 399-417.
    • (1992) Strategic Management Journal , vol.13 , Issue.6 , pp. 399-417
    • Morrison, A.J.1    Roth, K.2
  • 60
    • 19644401287 scopus 로고    scopus 로고
    • Aligning incentives in supply chains
    • Narayanan, V.G. and Ananth Raman (2000), "Aligning incentives in supply chains," Harvard Business Review, 82 (11), 94-102.
    • (2000) Harvard Business Review , vol.82 , Issue.11 , pp. 94-102
    • Narayanan, V.G.1    Raman, A.2
  • 62
    • 0000249050 scopus 로고    scopus 로고
    • Managing foreign subsidiaries: Agents of headquarters, or of an interdependent network
    • O'Donnell, Sharon W. (2000), "Managing foreign subsidiaries: Agents of headquarters, or of an interdependent network?" Strategic Management Journal, 21 (5), 525-48.
    • (2000) Strategic Management Journal , vol.21 , Issue.5 , pp. 525-548
    • O'Donnell, S.W.1
  • 63
    • 21844511943 scopus 로고
    • An empirical test of the consequences of behavior- and outcome-based sales control systems
    • Oliver, Richard L. and Erin Anderson (1994), "An empirical test of the consequences of behavior- and outcome-based sales control systems," Journal of Marketing, 58 (October), 53-67.
    • (1994) Journal of Marketing , vol.58 , Issue.OCTOBER , pp. 53-67
    • Oliver, R.L.1    Anderson, E.2
  • 64
    • 0018519695 scopus 로고
    • A conceptual framework for the design of organizational control mechanisms
    • Ouchi, William G. (1979), "A conceptual framework for the design of organizational control mechanisms," Management Science, 25 (9), 833-48.
    • (1979) Management Science , vol.25 , Issue.9 , pp. 833-848
    • Ouchi, W.G.1
  • 65
    • 34250164584 scopus 로고    scopus 로고
    • Customer loyalty to whom? managing the benefits and risks of salesperson-owned loyalty
    • Palmatier, Robert W., Lisa K. Scheer, and Jan-Benedict E.M. Steenkamp (2007), "Customer loyalty to whom? managing the benefits and risks of salesperson-owned loyalty," Journal of Marketing Research, 44 (May), 185-99.
    • (2007) Journal of Marketing Research , vol.44 , Issue.MAY , pp. 185-199
    • Palmatier, R.W.1    Scheer, L.K.2    Steenkamp, J.-B.E.M.3
  • 66
    • 58549092997 scopus 로고    scopus 로고
    • Trust and governance: Untangling a tangled web
    • Puranam, Phanish and Bart S. Vanneste (2009), "Trust and governance: Untangling a tangled web," Academy of Management Review, 34(1), 11-31.
    • (2009) Academy of Management Review , vol.34 , Issue.1 , pp. 11-31
    • Puranam, P.1    Vanneste, B.S.2
  • 68
    • 0142231525 scopus 로고    scopus 로고
    • Bayesian statistics and marketing
    • Rossi, Peter E. and Greg M. Allenby (2003), "Bayesian statistics and marketing," Marketing Science, 22 (3), 304-328.
    • (2003) Marketing Science , vol.22 , Issue.3 , pp. 304-328
    • Rossi, P.E.1    Allenby, G.M.2
  • 69
    • 18844431508 scopus 로고    scopus 로고
    • Reactions to perceived inequity in u.s. and dutch interorganizational relationships
    • Scheer, Lisa K., Nirmalya Kumar, and Jan-Benedict E.M. Steenkamp (2003), "Reactions to perceived inequity in u.s. and dutch interorganizational relationships," Academy of Management Journal, 46 (3), 303-316.
    • (2003) Academy of Management Journal , vol.46 , Issue.3 , pp. 303-316
    • Scheer, L.K.1    Kumar, N.2    Steenkamp, J.-B.E.M.3
  • 70
    • 80052080450 scopus 로고    scopus 로고
    • Performance effects of mnc headquarters-subsidiary conflict and the role of boundary spanners: The case of headquarter initiative rejection
    • Schotter, Andreas and Paul W. Beamish (2011), "Performance effects of mnc headquarters-subsidiary conflict and the role of boundary spanners: The case of headquarter initiative rejection," Journal of International Management, 17 (3), 243-59.
    • (2011) Journal of International Management , vol.17 , Issue.3 , pp. 243-259
    • Schotter, A.1    Beamish, P.W.2
  • 73
    • 0032383942 scopus 로고    scopus 로고
    • Assessing measurement invariance in cross-national consumer research
    • Steenkamp, Jan-Benedict E.M. and Hans Baumgartner (1998), "Assessing measurement invariance in cross-national consumer research," Journal of Consumer Research, 25 (1), 78-90.
    • (1998) Journal of Consumer Research , vol.25 , Issue.1 , pp. 78-90
    • Steenkamp, J.-B.E.M.1    Baumgartner, H.2
  • 74
    • 84857038776 scopus 로고    scopus 로고
    • Transaction cost economics and the roles of national culture: A test of hypotheses based on inglehart and hofstede
    • Steenkamp, Jan-Benedict E.M. and Inge Geyskens (2012), "Transaction cost economics and the roles of national culture: A test of hypotheses based on inglehart and hofstede," Journal of the Academy of Marketing Science, 40 (2), 1-19.
    • (2012) Journal of the Academy of Marketing Science , vol.40 , Issue.2 , pp. 1-19
    • Steenkamp, J.-B.E.M.1    Geyskens, I.2
  • 75
    • 84861572257 scopus 로고    scopus 로고
    • Controls, service type and perceived supplier performance in interfirm service exchanges
    • Stouthuysen, Kristof, Hendrik Slabbinck, and Filip Roodhooft (2012), "Controls, Service Type and Perceived Supplier Performance in Interfirm Service Exchanges," Journal of Operations Management, 30 (5), 423-35.
    • (2012) Journal of Operations Management , vol.30 , Issue.5 , pp. 423-435
    • Stouthuysen, K.1    Slabbinck, H.2    Roodhooft, F.3
  • 76
    • 20344380968 scopus 로고    scopus 로고
    • The effect of cultural distance on entry mode choice, international diversification, and mne performance: A meta-analysis
    • Tihanyi, Laszlo, David A. Griffith, and Craig J. Russell (2005), "The effect of cultural distance on entry mode choice, international diversification, and mne performance: A meta-analysis," Journal of International Business Studies, 36 (3), 270-83.
    • (2005) Journal of International Business Studies , vol.36 , Issue.3 , pp. 270-283
    • Tihanyi, L.1    Griffith, D.A.2    Russell, C.J.3
  • 77
    • 0032376535 scopus 로고    scopus 로고
    • Models of conflict resolution in japanese, german, and american cultures
    • Tinsley, Catherine H. (1998), "Models of conflict resolution in japanese, german, and american cultures," Journal of Applied Psychology, 83 (2), 316-23.
    • (1998) Journal of Applied Psychology , vol.83 , Issue.2 , pp. 316-323
    • Tinsley, C.H.1
  • 78
    • 0036012139 scopus 로고    scopus 로고
    • Social structure of 'coopetition' within a multiunit organization: Coordination, competition, and intraorganizational knowledge sharing
    • Tsai, Wenpin (2002), "Social structure of 'coopetition' within a multiunit organization: Coordination, competition, and intraorganizational knowledge sharing," Organization Science, 13 (2), 179-90.
    • (2002) Organization Science , vol.13 , Issue.2 , pp. 179-190
    • Tsai, W.1
  • 79
    • 0031094434 scopus 로고    scopus 로고
    • Social structure and competition in interfirm networks: The paradox of embeddedness
    • Uzzi, Brian (1997), "Social structure and competition in interfirm networks: The paradox of embeddedness," Administrative Science Quarterly, 42 (1), 35-67.
    • (1997) Administrative Science Quarterly , vol.42 , Issue.1 , pp. 35-67
    • Uzzi, B.1
  • 80
    • 84936824407 scopus 로고
    • Comparative economic organization: The analysis of discrete structural alternatives
    • Williamson, Oliver E. (1991), "Comparative economic organization: The analysis of discrete structural alternatives," Administrative Science Quarterly, 36 (2), 269-96.
    • (1991) Administrative Science Quarterly , vol.36 , Issue.2 , pp. 269-296
    • Williamson, O.E.1
  • 81
    • 77956134489 scopus 로고    scopus 로고
    • Transaction cost economics: The natural progression
    • Williamson, Oliver E.(2010), "Transaction cost economics: The natural progression," American Economic Review, 100 (3), 673-90.
    • (2010) American Economic Review , vol.100 , Issue.3 , pp. 673-690
    • Williamson, O.E.1
  • 82
    • 10844236601 scopus 로고    scopus 로고
    • Vertical marketing systems for complex products: A triadic perspective
    • Wuyts, Stefan, Stefan Stremersch, Christophe Van den Bulte, and Philip Hans Franses (2004), "Vertical marketing systems for complex products: A triadic perspective," Journal of Marketing Research, 41 (November), 479-87.
    • (2004) Journal of Marketing Research , vol.41 , Issue.NOVEMBER , pp. 479-487
    • Wuyts, S.1    Stremersch, S.2    Van Den Bulte, C.3    Franses, P.H.4


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.