Performance implications of distributor effectiveness, trust, and culture in import channels of distribution

Autor:	R. Bruce Money, Jennifer L. Nevins
Rok vydání:	2008
Předmět:	Marketing business.industry Added value Distributor Distribution (economics) Business Value (mathematics) Industrial organization Communication channel
Zdroj:	Industrial Marketing Management. 37:46-58
ISSN:	0019-8501
Popis:	Recent research has highlighted the need to examine international channels of distribution from the viewpoint of the industrial distributor, with a focus on how distributors may add value to their channel relationships. The present research responds to such calls and focuses on the value added in terms of the extent of channel functions undertaken by the distributor on behalf of export-manufacturers. Trust is also examined as a source of added value that may be particularly important for cross-cultural relationships. Trust is investigated for its mediating effects on otherwise detrimental effects of cultural value differences. We also examine the presence of explicit legal contracts used to govern channel relationships and find that the use of such contracts may also hinder distributor perceptions of performance.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::741c92ce59f4fbda866623442a101483 https://doi.org/10.1016/j.indmarman.2007.06.012 Zobrazit plný text záznamu Full Text from ScienceDirect