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Manufacturers' understanding of their overseas distributors: the relevance of export involvement

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  • Katsikeas, Constantine S.
  • Al-Khalifa, Ali
  • Crick, Dave

Abstract

In drawing attention to certain important gaps in the international business literature, the focus of this study is an examination of international supplier selection criteria from the perspective of both importing and exporting firms. Based upon a dual-country research design, an attempt is made specifically to investigate the presence of potentially significant differences in such criteria between Bahraini importing distributors and two groups of UK exporting manufacturers differentiated by their degree of export involvement. The findings suggest that high-involvement exporters exhibit a greater appreciation of factors affecting the import decision pertaining to overseas supplier selection, as contrasted with low-involvement exporters. The implications of the study for both export business practitioners and government policy makers are highlighted, and avenues for future research identified.

Suggested Citation

  • Katsikeas, Constantine S. & Al-Khalifa, Ali & Crick, Dave, 1997. "Manufacturers' understanding of their overseas distributors: the relevance of export involvement," International Business Review, Elsevier, vol. 6(2), pages 147-163, April.
    • Handle: RePEc:eee:iburev:v:6:y:1997:i:2:p:147-163
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    Cited by:

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    3. Vachani, Sushil, 1999. "Global diversification's effect on multinational subsidiaries' autonomy," International Business Review, Elsevier, vol. 8(5-6), pages 535-560, October.
    4. Harris, Simon & Wheeler, Colin, 2005. "Entrepreneurs' relationships for internationalization: functions, origins and strategies," International Business Review, Elsevier, vol. 14(2), pages 187-207, April.
    5. Bilge Aykol & Dayananda Palihawadana & Leonidas C. Leonidou, 2013. "Research on the Import Activities of Firms 1960–2010," Management International Review, Springer, vol. 53(2), pages 215-250, April.

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