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| Author: | Bello, D. C. Gilliland, D. I. |
| Title: | The effect of output controls, process controls, and flexibility on export channel performance (Betrieblicher Export) |
| Journal: | Journal of Marketing
1997 : JAN, VOL. 61:1, p. 22-38 |
| Index terms: | |
| Freeterms: | ABSATZWEGE, ABSATZKONTROLLE |
| Language: | eng |
| Abstract: | The authors examine international distribution channels in terms of the coordination processes that govern the relationship between export manufacturers and their foreign-based distributors. Although this relationship is mediated by market prices, manufacturers can enhance performance by relying on certain non-market forms of governance (control and flexibility) to manage their overseas channel better. The authors develop a model that examines both the contextual antecedents and the performance consequences of these non-market governance forms. |
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