IDEAS home Printed from https://ideas.repec.org/a/eee/iburev/v19y2010i1p16-33.html
   My bibliography  Save this article

International trade intermediaries and the transfer of marketing knowledge in transition economies

Author

Listed:
  • Ellis, Paul D.

Abstract

The process of market reform that characterizes the move away from regimes of central planning in transition economies creates a need for managers to acquire the techniques and skills of marketing. In contrast with an extant emphasis on inward direct investment, this study examines the role played by international trade intermediaries in the transfer of marketing knowledge across borders. Data collected from manufacturers in central China reveal that the value of marketing knowledge transferred is contingent upon intermediary performance of export marketing services and the likelihood of intermediary replacement.

Suggested Citation

  • Ellis, Paul D., 2010. "International trade intermediaries and the transfer of marketing knowledge in transition economies," International Business Review, Elsevier, vol. 19(1), pages 16-33, February.
    • Handle: RePEc:eee:iburev:v:19:y:2010:i:1:p:16-33
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969593109001218
    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. Stephen Young & Ping Lan, 1997. "Technology Transfer to China through Foreign Direct Investment," Regional Studies, Taylor & Francis Journals, vol. 31(7), pages 669-679.
    2. Bruce Kogut & Harbir Singh, 1988. "The Effect of National Culture on the Choice of Entry Mode," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 19(3), pages 411-432, September.
    3. 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.
    4. Samiee, Saeed, 1993. "Retailing and channel considerations in developing countries: A review and research propositions," Journal of Business Research, Elsevier, vol. 27(2), pages 103-129, June.
    5. Dong, Li & Glaister, Keith W., 2006. "Motives and partner selection criteria in international strategic alliances: Perspectives of Chinese firms," International Business Review, Elsevier, vol. 15(6), pages 577-600, December.
    6. John Hulland, 1999. "Use of partial least squares (PLS) in strategic management research: a review of four recent studies," Strategic Management Journal, Wiley Blackwell, vol. 20(2), pages 195-204, February.
    7. John Fahy & Graham Hooley & Tony Cox & Jozsef Beracs & Krzysztof Fonfara & Boris Snoj, 2000. "The Development and Impact of Marketing Capabilities in Central Europe," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 31(1), pages 63-81, March.
    8. Slater, Stanley F. & Narver, John C., 2000. "The Positive Effect of a Market Orientation on Business Profitability: A Balanced Replication," Journal of Business Research, Elsevier, vol. 48(1), pages 69-73, April.
    9. Sinkovics, Rudolf R. & Penz, Elfriede, 2009. "Social distance between residents and international tourists--Implications for international business," International Business Review, Elsevier, vol. 18(5), pages 457-469, October.
    10. Mike W. Peng & Charles W. L. Hill & Denis Y. L. Wang, 2000. "Schumpeterian Dynamics Versus Williamsonian Considerations: A Test of Export Intermediary Performance," Journal of Management Studies, Wiley Blackwell, vol. 37(2), pages 167-184, March.
    11. Sumantra Ghoshal & Christopher A Bartlett, 1988. "Creation, Adoption and Diffusion of Innovations by Subsidiaries of Multinational Corporations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 19(3), pages 365-388, September.
    12. Subramanian, Ram & Gopalakrishna, Pradeep, 2001. "The market orientation-performance relationship in the context of a developing economy: An empirical analysis," Journal of Business Research, Elsevier, vol. 53(1), pages 1-13, July.
    13. Hsing, You-tien, 1999. "Trading companies in Taiwan's fashion shoe networks," Journal of International Economics, Elsevier, vol. 48(1), pages 101-120, June.
    14. Ellis, Paul D., 2007. "Paths to foreign markets: Does distance to market affect firm internationalisation?," International Business Review, Elsevier, vol. 16(5), pages 573-593, October.
    15. Paul D. Ellis, 2006. "Market Orientation and Performance: A Meta‐Analysis and Cross‐National Comparisons," Journal of Management Studies, Wiley Blackwell, vol. 43(5), pages 1089-1107, July.
    16. Yih-Chyi Chuang & Pi-Fum Hsu, 2004. "FDI, trade, and spillover efficiency: evidence from China's manufacturing sector," Applied Economics, Taylor & Francis Journals, vol. 36(10), pages 1103-1115.
    17. Janell D Townsend & Sengun Yeniyurt & Mehmet Berk Talay, 2009. "Getting to global: An evolutionary perspective of brand expansion in international markets," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 40(4), pages 539-558, May.
    18. Price, Jacob M., 1989. "What Did Merchants Do? Reflections on British Overseas Trade, 1660–1790," The Journal of Economic History, Cambridge University Press, vol. 49(2), pages 267-284, June.
    19. Slangen, Arjen H.L. & van Tulder, Rob J.M., 2009. "Cultural distance, political risk, or governance quality? Towards a more accurate conceptualization and measurement of external uncertainty in foreign entry mode research," International Business Review, Elsevier, vol. 18(3), pages 276-291, June.
    20. Paul D. Ellis, 2003. "Social Structure and Intermediation: Market‐making Strategies in International Exchange," Journal of Management Studies, Wiley Blackwell, vol. 40(7), pages 1683-1708, November.
    21. Sunil Venaik & David F Midgley & Timothy M Devinney, 2005. "Dual paths to performance: the impact of global pressures on MNC subsidiary conduct and performance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 36(6), pages 655-675, November.
    22. Harrison, Ann, 1994. "Multinationals in economic development: the benefits of FDI," MPRA Paper 36270, University Library of Munich, Germany.
    23. Huang, Tai-Yuan & Hu, Jer-San & Chen, Kuo-Chia, 2008. "The influence of market and product knowledge resource embeddedness on the international mergers of advertising agencies: The case-study approach," International Business Review, Elsevier, vol. 17(5), pages 587-599, October.
    24. Ellis, Paul D., 2005. "The traders' dilemma: The adverse consequences of superior performance in mediated exchanges," International Business Review, Elsevier, vol. 14(4), pages 375-396, August.
    25. Pullman, Madeleine E. & Granzin, Kent L. & Olsen, Janeen E., 1997. "The efficacy of cognition- and emotion-based "buy domestic" appeals: Conceptualization, empirical test, and managerial implications," International Business Review, Elsevier, vol. 6(3), pages 209-231, June.
    26. Magnusson, Peter & Baack, Daniel W. & Zdravkovic, Srdan & Staub, Karin M. & Amine, Lyn S., 2008. "Meta-analysis of cultural differences: Another slice at the apple," International Business Review, Elsevier, vol. 17(5), pages 520-532, October.
    27. repec:bla:econom:v:41:y:1974:i:162:p:176-93 is not listed on IDEAS
    28. World Bank, 2009. "World Development Indicators 2009," World Bank Publications - Books, The World Bank Group, number 4367.
    29. George I Balabanis, 2000. "Factors Affecting Export Intermediaries' Service Offerings: The British Example," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 31(1), pages 83-99, March.
    30. Lee, Jeoung Yul & MacMillan, Ian C., 2008. "Managerial knowledge-sharing in chaebols and its impact on the performance of their foreign subsidiaries," International Business Review, Elsevier, vol. 17(5), pages 533-545, October.
    31. Julian Birkinshaw & Allen Morrison & John Hulland, 1995. "Structural and competitive determinants of a global integration strategy," Strategic Management Journal, Wiley Blackwell, vol. 16(8), pages 637-655.
    32. 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.
    33. Hooley, Graham & Cox, Tony & Fahy, John & Shipley, David & Beracs, Jozsef & Fonfara, Krzysztof & Snoj, Boris, 2000. "Market Orientation in the Transition Economies of Central Europe:: Tests of the Narver and Slater Market Orientation Scales," Journal of Business Research, Elsevier, vol. 50(3), pages 273-285, December.
    34. Preet S Aulakh & Masaaki Kotabe, 1997. "Antecedents and Performance Implications of Channel Integration in Foreign Markets," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 28(1), pages 145-175, March.
    35. Ellis, Paul, 2001. "Adaptive strategies of trading companies," International Business Review, Elsevier, vol. 10(2), pages 235-259, April.
    36. Woodside, Arch G. & Sullivan, Daniel P. & TrappeyIII, Randolph J., 1999. "Assessing Relationships among Strategic Types, Distinctive Marketing Competencies, and Organizational Performance," Journal of Business Research, Elsevier, vol. 45(2), pages 135-146, June.
    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. Ngo, Vi Dung & Janssen, Frank & Leonidou, Leonidas C. & Christodoulides, Paul, 2016. "Domestic institutional attributes as drivers of export performance in an emerging and transition economy," Journal of Business Research, Elsevier, vol. 69(8), pages 2911-2922.
    2. Wu, Jie & Ma, Zhenzhong & Zhuo, Shuaihe, 2017. "Enhancing national innovative capacity: The impact of high-tech international trade and inward foreign direct investment," International Business Review, Elsevier, vol. 26(3), pages 502-514.
    3. Schrammel, Tine, 2013. "Bridging the Institutional Void: An Analytical Concept to Develop Valuable Cluster Services," management revue - Socio-Economic Studies, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 24(2), pages 114-132.
    4. Efrat, Kalanit & Øyna, Stine, 2021. "An interaction orientation approach to SME-Intermediaries relationships," European Management Journal, Elsevier, vol. 39(4), pages 508-520.
    5. Park, Byung Il, 2011. "Knowledge transfer capacity of multinational enterprises and technology acquisition in international joint ventures," International Business Review, Elsevier, vol. 20(1), pages 75-87, February.

    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. Paul D. Ellis, 2010. "Is Market Orientation Affected by the Size and Diversity of Customer Networks?," Management International Review, Springer, vol. 50(3), pages 325-345, June.
    2. Ellis, Paul D., 2005. "The traders' dilemma: The adverse consequences of superior performance in mediated exchanges," International Business Review, Elsevier, vol. 14(4), pages 375-396, August.
    3. Peng, Mike W. & Zhou, Yuanyuan & York, Anne S., 2006. "Behind make or buy decisions in export strategy: A replication and extension of Trabold," Journal of World Business, Elsevier, vol. 41(3), pages 289-300, September.
    4. Kawai, Norifumi & Chung, Chul, 2019. "Expatriate utilization, subsidiary knowledge creation and performance: The moderating role of subsidiary strategic context," Journal of World Business, Elsevier, vol. 54(1), pages 24-36.
    5. Lazarova, Mila & Peretz, Hilla & Fried, Yitzhak, 2017. "Locals know best? Subsidiary HR autonomy and subsidiary performance," Journal of World Business, Elsevier, vol. 52(1), pages 83-96.
    6. Chenxi Wan & Carlos M. P. Sousa & Jorge Lengler & Qun Tan, 2023. "Entry Mode Choice: A Meta-Analysis of Antecedents and Outcomes," Management International Review, Springer, vol. 63(2), pages 193-246, April.
    7. Smirnova, Maria M. & Rebiazina, Vera A. & Frösén, Johanna, 2018. "Customer orientation as a multidimensional construct: Evidence from the Russian markets," Journal of Business Research, Elsevier, vol. 86(C), pages 457-467.
    8. Utz Schäffer & Matthias D. Mahlendorf & Jochen Rehring, 2014. "Does the Interactive Use of Headquarter Performance Measurement Systems in Foreign Subsidiaries Endanger the Potential to Profit from Local Relationships?," Australian Accounting Review, CPA Australia, vol. 24(1), pages 21-38, March.
    9. Del Bosco, Barbara & Cristina Bettinelli, 2020. "How Do Family SMEs Control Their Investments Abroad? The Role of Distance and Family Control," Management International Review, Springer, vol. 60(1), pages 1-35, February.
    10. Deepak K. Datta & Xin Liang & Martina Musteen, 2009. "Strategic Orientation and the Choice of Foreign Market Entry Mode," Management International Review, Springer, vol. 49(3), pages 269-290, June.
    11. Giovanna Magnani & Antonella Zucchella & Dinorà Eliete Floriani, 2015. "Relativity and asymmetry in distance. The role of strategic distance in the internationalization decisions of Brazilian and Italian firms," DEM Working Papers Series 111, University of Pavia, Department of Economics and Management.
    12. Nielsen, Bo Bernhard & Nielsen, Sabina, 2011. "The role of top management team international orientation in international strategic decision-making: The choice of foreign entry mode," Journal of World Business, Elsevier, vol. 46(2), pages 185-193, April.
    13. Quer, Diego & Claver, Enrique & Andreu, Rosario, 2007. "Foreign market entry mode in the hotel industry: The impact of country- and firm-specific factors," International Business Review, Elsevier, vol. 16(3), pages 362-376, June.
    14. Wrona, Thomas & Trąpczyński, Piotr, 2012. "Re-explaining international entry modes – Interaction and moderating effects on entry modes of pharmaceutical companies into transition economies," European Management Journal, Elsevier, vol. 30(4), pages 295-315.
    15. Jonas Puck & Markus K. Hödl & Igor Filatotchev & Hans-Georg Wolff & Benjamin Bader, 2016. "Ownership mode, cultural distance, and the extent of parent firms’ strategic control over subsidiaries in the PRC," Asia Pacific Journal of Management, Springer, vol. 33(4), pages 1075-1105, December.
    16. Malhotra, Shavin & Sivakumar, K. & Zhu, PengCheng, 2011. "Curvilinear relationship between cultural distance and equity participation: An empirical analysis of cross-border acquisitions," Journal of International Management, Elsevier, vol. 17(4), pages 316-332.
    17. Malhotra, Shavin & Lin, Xiaohua & Farrell, Carlyle, 2016. "Cross-national uncertainty and level of control in cross-border acquisitions: A comparison of Latin American and U.S. multinationals," Journal of Business Research, Elsevier, vol. 69(6), pages 1993-2004.
    18. Trąpczyński, Piotr & Halaszovich, Tilo F. & Piaskowska, Dorota, 2020. "The role of perceived institutional distance in foreign ownership level decisions of new MNEs," Journal of Business Research, Elsevier, vol. 108(C), pages 435-449.
    19. Hong, Sungjin J. & Lee, Seung-Hyun, 2015. "Reducing cultural uncertainty through experience gained in the domestic market," Journal of World Business, Elsevier, vol. 50(3), pages 428-438.
    20. Xanthippe Adamoglou & Dimitrios Kyrkilis, 2018. "FDI Entry Strategies as a Function of Distance—The Case of an Emerging Market: Turkey," Journal of the Knowledge Economy, Springer;Portland International Center for Management of Engineering and Technology (PICMET), vol. 9(4), pages 1348-1373, December.

    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:19:y:2010:i:1:p:16-33. 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.