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| Tekijä: | Katsikeas, C. S. Piercy, N. F. |
| Otsikko: | Exporter-importer and exporter-domestic customer relationships: power considerations |
| Lehti: | Management Decision
1992 : VOL. 30:4, p.12-19 |
| Asiasana: | EXPORTS IMPORTS CUSTOMERS GREECE UNITED KINGDOM POWER |
| Kieli: | eng |
| Tiivistelmä: | The working relationships of 53 indigenous Greek export manufacturers with domestic purchasing partners and UK importers were compared in terms of the dimensions of exercised power. The results showed that indigenous Greek export manufacturers exercise significantly higher levels of power over their domestic purchasing counterpart than those over their developed country-based importer. It was also revealed that the developed country-based importer is the dominant actor in the export-import type of relationship studied, while the indigenous Greek manufacturer prevails over most marketing policies in the relationship with the domestic partner. The study findings have great implications for practitioners, as well as for future research in the field of export marketing. |
SCIMA