search query: @indexterm INTERNATIONAL TRADE / total: 2170
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| Author: | Petersen, B. Benito, G.R.G. Pedersen, T. |
| Title: | Replacing the foreign intermediary. Motivators and deterrents |
| Journal: | International Studies of Management and Organization
2000 : SPRING, VOL.30:1, p.45-62 |
| Index terms: | EXPORTS AGENCIES INTERNATIONAL TRADE MARKET INFORMATION |
| Language: | eng |
| Abstract: | What factors impel exporters to replace a foreign intermediary (i.e. agents or distributors) and what factors impede such actions? Using longitudianl data from a sample of Danish exporters, the authors have applied logistic regression analysis to model the impact of a number of factors. The data show that dissatisfaction with the local intermediary does not appear as determinant of replacement. Instead, changes in the level of information asymmetry exert the most important influence on the decision to replace the foreign intermediary. As an exporter becomes more informed about alternative - and potentially more qualified - intermediaries operating in a particular market, the existing intermediary faces a higher risk of being replaced. The study also shows that switching costs are important impediments to change of intermediaries. |
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