IDEAS home Printed from https://ideas.repec.org/a/eee/iburev/v11y2002i4p385-405.html
   My bibliography  Save this article

Exporter trust, commitment and marketing control in integrated and independent export channels

Author

Listed:
  • Solberg, Carl Arthur
  • Nes, Erik B.

Abstract

This article explores differences between three entry modes--sales subsidiaries, agents and distributors--along four dimensions--trust, commitment, marketing control and performance. It is posited that trust, commitment, marketing control and performance are highest in integrated modes (like sales subsidiaries) and lowest in distributor relationships, the agency solution being situated somewhere in between. These hypotheses are tested in a sample of 260 exporter intermediary relations of 120 Norwegian exporters. Concerning marketing control the hypotheses are confirmed. On the other hand--there is virtually no difference between agents and distributors on two other dimensions: trust and commitment. Here the dividing line goes between integrated and independent channels. Concerning financial performance, there is no significant difference between the three modes of entry. However, integrated modes of entry seem to meet exporter expectations better than independent solutions regarding the more general performance measure, 'goal achievement'. Implications for research and management are discussed.

Suggested Citation

  • Solberg, Carl Arthur & Nes, Erik B., 2002. "Exporter trust, commitment and marketing control in integrated and independent export channels," International Business Review, Elsevier, vol. 11(4), pages 385-405, August.
    • Handle: RePEc:eee:iburev:v:11:y:2002:i:4:p:385-405
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969593102000161
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Erin Anderson & Hubert Gatignon, 1986. "Modes of Foreign Entry: A Transaction Cost Analysis and Propositions," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 17(3), pages 1-26, September.
    2. Warren J Bilkey & George Tesar, 1977. "The Export Behavior of Smaller-Sized Wisconsin Manufacturing Firms," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 8(1), pages 93-98, March.
    3. Anoop Madhok, 1997. "Cost, Value And Foreign Market Entry Mode: The Transaction And The Firm," Strategic Management Journal, Wiley Blackwell, vol. 18(1), pages 39-61, January.
    4. Pahud de Mortanges, Charles & Vossen, Joost, 1999. "Mechanisms to control the marketing activities of foreign distributors," International Business Review, Elsevier, vol. 8(1), pages 75-97, January.
    5. Nitin Nohria & Sumantra Ghoshal, 1994. "Differentiated fit and shared values: Alternatives for managing headquarters‐subsidiary relations," Strategic Management Journal, Wiley Blackwell, vol. 15(6), pages 491-502, July.
    6. Bent Petersen & Gabriel R. G. Benito & Torben Pedersen, 2000. "Replacing the Foreign Intermediary," International Studies of Management & Organization, Taylor & Francis Journals, vol. 30(1), pages 45-62, March.
    7. Jensen, Michael C. & Meckling, William H., 1976. "Theory of the firm: Managerial behavior, agency costs and ownership structure," Journal of Financial Economics, Elsevier, vol. 3(4), pages 305-360, October.
    8. John H Dunning, 1988. "The Eclectic Paradigm of International Production: A Restatement and Some Possible Extensions," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 19(1), pages 1-31, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Mallin, Michael L. & Asree, Susita & Koh, Anthony C. & Hu, Michael Y., 2010. "Antecedents to managerial trust and sales control in Malaysian salesforce," International Business Review, Elsevier, vol. 19(3), pages 292-305, June.
    2. Shwu-Ing Wu, 2016. "Competing Model of Event Marketing Activities," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 8(4), pages 52-66, August.
    3. Obadia, Claude & Stöttinger, Barbara, 2015. "Pricing to manage export channel relationships," International Business Review, Elsevier, vol. 24(2), pages 311-318.
    4. Ipsmiller, Edith & Brouthers, Keith D. & Dikova, Desislava, 2021. "Which export channels provide real options to SMEs?," Journal of World Business, Elsevier, vol. 56(6).
    5. Theingi, & Purchase, Sharon, 2011. "How exporters’ and intermediaries’ resources influence export performance," Australasian marketing journal, Elsevier, vol. 19(2), pages 100-107.
    6. Abu Saleh, Md. & Yunus Ali, M. & Julian, Craig C., 2014. "International buyer behaviour–commitment relationship: An investigation of the empirical link in importing," International Business Review, Elsevier, vol. 23(2), pages 329-342.
    7. Piotr Hadrian & František Milichovský & Pavel Mráček, 2021. "The Concept of Strategic Control in Marketing Management in Connection to Measuring Marketing Performance," Sustainability, MDPI, vol. 13(7), pages 1-21, April.
    8. Ngoc Thang Doan & Thanh Ha Le, 2024. "On the relationship between trade credit and export survival," International Economics and Economic Policy, Springer, vol. 21(2), pages 363-383, May.
    9. Serra, Francisco & Pointon, John & Abdou, Hussein, 2012. "Factors influencing the propensity to export: A study of UK and Portuguese textile firms," International Business Review, Elsevier, vol. 21(2), pages 210-224.
    10. Li, Min & He, Xinming & Sousa, Carlos M.P., 2017. "A review of the empirical research on export channel selection between 1979 and 2015," International Business Review, Elsevier, vol. 26(2), pages 303-323.
    11. Eriksson, Kent & Fjeldstad, Øystein & Jonsson, Sara, 2017. "Transaction services and SME internationalization: The effect of home and host country bank relationships on international investment and growth," International Business Review, Elsevier, vol. 26(1), pages 130-144.
    12. Nes, Erik B. & Solberg, Carl Arthur & Silkoset, Ragnhild, 2007. "The impact of national culture and communication on exporter-distributor relations and on export performance," International Business Review, Elsevier, vol. 16(4), pages 405-424, August.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Levary, Reuven R. & Wan, Ke, 1999. "An analytic hierarchy process based simulation model for entry mode decision regarding foreign direct investment," Omega, Elsevier, vol. 27(6), pages 661-677, December.
    2. Iavor Marangozov, 2005. "From Practice to Theory of the International Joint Ventures," Economic Studies journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 2, pages 44-77.
    3. Müllner, Jakob, 2016. "From uncertainty to risk—A risk management framework for market entry," Journal of World Business, Elsevier, vol. 51(5), pages 800-814.
    4. Xanthippe Adamoglou & Dimitris Kyrkilis, 2020. "MNEs Entry Strategies through a Distance Framework: A New Perspective," SPOUDAI Journal of Economics and Business, SPOUDAI Journal of Economics and Business, University of Piraeus, vol. 70(3-4), pages 83-105, July-Dece.
    5. Dekkers, Rob & de Boer, Ronald & Gelsomino, Luca Mattia & de Goeij, Christiaan & Steeman, Michiel & Zhou, Qijun & Sinclair, Scott & Souter, Victoria, 2020. "Evaluating theoretical conceptualisations for supply chain and finance integration: A Scottish focus group," International Journal of Production Economics, Elsevier, vol. 220(C).
    6. Mehmet Demirbag & Ekrem Tatoglu & Keith W. Glaister, 2008. "Factors affecting perceptions of the choice between acquisition and greenfield entry: The case of Western FDI in an emerging market," Management International Review, Springer, vol. 48(1), pages 5-38, February.
    7. Oskar Villarreal Larrinaga, 2010. "The Dodecagon of Internationalisation: A Theoretical Integration Model," European Research Studies Journal, European Research Studies Journal, vol. 0(1), pages 3-24.
    8. Chang Oh & Alan Rugman, 2007. "Regional multinationals and the Korean cosmetics industry," Asia Pacific Journal of Management, Springer, vol. 24(1), pages 27-42, March.
    9. Pedersen, T. & Petersen, B. & Benito, G. R. G., 2002. "Change of foreign operation method: impetus and switching costs," International Business Review, Elsevier, vol. 11(3), pages 325-345, June.
    10. Liedong, Tahiru Azaaviele & Peprah, Augustine Awuah & Amartey, Abednego Okoe & Rajwani, Tazeeb, 2020. "Institutional voids and firms' resource commitment in emerging markets: A review and future research agenda," Journal of International Management, Elsevier, vol. 26(3).
    11. Sterns, James A. & Peterson, H. Christopher & Schweikhardt, David B., 1997. "The Globalization Of Smaller Agri-Food Firms: Concepts, Findings And Prescriptive Recommendations," Staff Paper Series 11801, Michigan State University, Department of Agricultural, Food, and Resource Economics.
    12. Kawai, Norifumi & Strange, Roger, 2014. "Subsidiary autonomy and performance in Japanese multinationals in Europe," International Business Review, Elsevier, vol. 23(3), pages 504-515.
    13. David Tanganelli & Jean-Louis Schaan, 2014. "Japanese subsidiaries in the European Union: Entry modes and performance," Cogent Economics & Finance, Taylor & Francis Journals, vol. 2(1), pages 1-9, December.
    14. Bonache Perez, Jaime & Pla-Barber, Jose, 2005. "When are international managers a cost effective solution? The rationale of transaction cost economics applied to staffing decisions in MNCs," Journal of Business Research, Elsevier, vol. 58(10), pages 1320-1329, October.
    15. Elena Domínguez Romero & Susanne Durst & Antonio Navarro Garcia, 2024. "Rethinking internationalization processes: toward a circular framework," Review of Managerial Science, Springer, vol. 18(11), pages 3363-3394, November.
    16. Putzhammer, Moritz & Puck, Jonas & Lindner, Thomas, 2020. "Changes in foreign operation modes: A review and research agenda," International Business Review, Elsevier, vol. 29(1).
    17. Robert-Nicoud, Frédéric & Olarreaga, Marcelo & Carrère, Céline & Fugazza, Marco, 2016. "On the heterogeneous effect of trade on unemployment," CEPR Discussion Papers 11540, C.E.P.R. Discussion Papers.
    18. Moses Acquaah, 2005. "Enterprise Ownership, Market Competition and Manufacturing Priorities in a Sub-Saharan African Emerging Economy: Evidence from Ghana," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 9(3), pages 205-235, September.
    19. Jisun Yu & Seung-Hyun Lee & Kunsoo Han, 2015. "FDI motives, market governance, and ownership choice of MNEs: A study of Malaysia and Thailand from an incomplete contracting perspective," Asia Pacific Journal of Management, Springer, vol. 32(2), pages 335-362, June.
    20. De Villa, Maria A. & Rajwani, Tazeeb & Lawton, Thomas, 2015. "Market entry modes in a multipolar world: Untangling the moderating effect of the political environment," International Business Review, Elsevier, vol. 24(3), pages 419-429.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:iburev:v:11:y:2002:i:4:p:385-405. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.