search query: @author Zhang, L. / total: 12
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| Author: | Bello, D.C. Chelariu, C. Zhang, L. |
| Title: | The antecedents and performance of consequences of relationalism in export distribution channels |
| Journal: | Journal of Business Research
2003 : JAN, VOL. 56:1, p. 1-16 |
| Index terms: | Distribution channels Exports Government |
| Language: | eng |
| Abstract: | Manufacturers that export through nonintegrated channels often experience poor export performance, since working with foreign-based intermediaries is difficult. However, governancy theory suggests that as these cross-border relationships shift away from arms-length trading arrangements and toward highly relational partnerships, performance can improve. Particularly, the flexibility, solidarity and information exchange that characterize close working relationships lead to the efficient coordination of channel tasks. This research evaluates the performance consequences of relationalism and also identifies the antecedent channel conditions that play a developmental role in these relational exchanges. |
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