search query: @indexterm Interorganizational relations / total: 269
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| Author: | Moore, R. A. |
| Title: | Relationship states in an international marketing channel. |
| Journal: | European Journal of Marketing
1991 : VOL. 25:5, p. 47-59 |
| Index terms: | DISTRIBUTION CHANNELS INTERORGANIZATIONAL RELATIONS INTERNATIONAL MARKETING UNITED KINGDOM FEDERAL REPUBLIC OF GERMANY |
| Language: | eng |
| Abstract: | Research was conducted into the relationship of UK exporting manufacturers and their West German agents and distributors with the following four dimensions: performance, experience, uncertainty, and satisfaction. Relationships were found to be in one of the five following states of development: new, growing, troubled, static, and declining development state. The largest state was that of growing. The troubled state was characterised by high levels of conflict and dissatisfaction. Sales were declining in the declining state, but the relationship was generally profitable and worth contunuing. |
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