search query: @indexterm International economic relations / total: 112
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| Author: | Goode, M.M.H. Katsikea, E. Katsikeas, C.S. |
| Title: | Sources of power in international marketing channels |
| Journal: | Journal of Marketing Management
2000 : JAN-APR, VOL. 16:1-3, p. 185-202 |
| Index terms: | Distribution channels Energy industry International economic relations Marketing |
| Language: | eng |
| Abstract: | This paper reports an empirical study on the sources of power in cross-cultural buyer-seller relationships. Specifically, the focus of attention is on examination of the nature of power held by overseas distributors in their relationships with export manufacturers. The findings suggest that an overseas distributor's use of reward is positively related to its informational, referent, legitimate and expert power sources, as is perceived by export manufacturers. |
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