000			05498cam a2200469Ia 4500
001			ocm77517417
003			OCoLC
005			20210303085336.0
006			m d
007			cr cnu---unuuu
008			070102s2006 ne a ob 000 0 eng d
020			_a9781849503976 (electronic bk.) : _c£64.95 ; € 91.95 ; $106.95
020			_a1849503974 (electronic bk.) : _c£64.95 ; € 91.95 ; $106.95
020			_z9780762312863 (hbk.)
020			_z0762312866 (hbk.)
040			_aN$T _beng _cN$T _dN$T _dYDXCP _dOCLCQ _dEBLCP _dMERUC _dUBY _dZJC
050	1	4	_aHF1416 _b.R45 2006
072		7	_aKCLT _2bicssc
072		7	_aJHBL _2bicssc
072		7	_aBUS043030 _2bisacsh
080			_a339.5
082	0	4	_a658.84 _222
245	0	0	_aRelationship between exporters and their foreign sales and marketing intermediaries _h[electronic resource] / _cguest edited by Carl Arthur Solberg.
260			_aAmsterdam ; _aOxford : _bElsevier JAI, _c2006.
300			_a1 online resource (388 p.) : _bill.
490	1		_aAdvances in international marketing, _x1474-7979 ; _vv. 16
504			_aIncludes bibliographical references.
505	0		_aIntroduction / Carl Arthur Solberg -- Factors affecting SME export channel choice in foreign markets / Kent Eriksson, Jukka Hohenthal, Jessica Lindbergh -- Beyond transaction cost determinants: an integrated framework for export intermediary selection in emerging economies / Xufei Ma -- Legal versus relational ordering in channel governance: the case of the manufacturer and its foreign distributor / Seyda Deligonul, S. Tamer Cavusgil -- Relational drivers, controls and relationship quality in exporter-foreign middleman relations / Carl Arthur Solberg -- Delivering value: market orientation and distributor selection in export markets / Andre Beaujanot Q, Larry Lockshin, Pascale Quester -- The effect of information collection behavior on market performance: the role of partner relationships / Geir Gripsrud, Carl Arthur Solberg, Arne M. Ulvnes -- Utilizing relational governance in export relationships: leveraging learning and improving flexibility and satisfaction / Anthony S. Roath, Rudolf R. Sinkovics -- Managing channel relations in China: an exploratory study / Paul Matthyssens, Wouter Faes -- Buyer tolerance of conflict in cross national business relationships: an empirical study / Inger Beate Pettersen, Aksel I. Rokkan -- Identifying differences in foreign customers' relational behavior: an exploratory study using multidimensional scaling / Björn Sven Ivens -- An exploratory examination of the factors influencing distributor self-perceived power in channel relationships: a seven country study / Goksel Yalcinkaya, David A. Griffith -- Timing and sequencing of strategic actions in internationalization processes involving intermediaries: a network perspective / Per Andersson, Lars-Gunnar Mattsson -- The termination dilemma of foreign intermediaries: performance, anti-shirking measures and hold-up safeguards / Bent Petersen, Torben Pedersen, Gabriel R.G. Benito -- Exporter governance of integrated and independent marketing channel members in international markets: moderating effects of stage of relationships and operation mode / Carl Arthur Solberg.
520			_aMiddlemen in international markets are one of the most critical components of firms' international marketing strategy. They constitute the main link between the exporter and the local market, and are thereby the 'extended arm' of the exporter organisation. This volume of "AIM" analyses different aspects of relations between exporters and their middlemen: selection and governance, information exchange and learning, cultural aspects and finally, the dynamics of such relations. The volume should be seen as a continuation of a stream of literature that has emerged over the last five to ten years. This volume is more concerned with the phenomena under study than with casting light on one particular theoretical perspective. The contributions represented here are therefore drawing on a number of different theoretical streams: agency theory, transaction cost economics, network theory, economic sociology, resource base theory and its applied 'offspring', Internationalisation Process school of thought. It features researchers from universities in nine different countries, representing both well-established and young academicians. This is a manifest indication of the importance of this field of research. The book is an invaluable asset to students both at the graduate and doctoral levels, and should be a must for researchers in this particular field. Also practitioners will find this book stimulating in their quest for improvements to their relations with their foreign middlemen.
588			_aDescription based on print version record.
650		0	_aExport marketing.
650		0	_aDistributors (Commerce) _zForeign countries.
650		0	_aExport trading companies.
650		7	_aInternational trade. _2bicssc
650		7	_aSociology: work & labour. _2bicssc
650		7	_aBusiness & Economics _xInternational _xMarketing. _2bisacsh
700	1		_aSolberg, Carl Arthur.
776	0	8	_iPrint version: _tRelationship between exporters and their foreign sales and marketing intermediaries. _dAmsterdam ; Oxford : Elsevier JAI, 2006 _z0762312866 _w(OCoLC)62533210
830		0	_aAdvances in international marketing ; _vv. 16.
856	4	0	_uhttps://www.emerald.com/insight/publication/doi/10.1016/S1474-7979(2006)16
913			_1BMEbacklist
999			_c31690 _d31690