IDEAS home Printed from https://ideas.repec.org/a/pal/jintbs/v13y1982i2p57-72.html
   My bibliography  Save this article

Manufacturer-Overseas Distributor Relations and export Performance

Author

Listed:
  • Philip J Rosson

    (Dalhousie University)

  • I David Ford

    (University of Bath)

Abstract

The export arrangement which makes use of overseas distributors is examined in this article. Although this method is important for many manufactures operating in foreign markets there are reservations about the performance levels that are achieved under such arrangements. It is suggested that there is an important link between the performance level achieved and the very nature of the relationship that exists between the manufacturer and overseas distributor. The authors assert also that the nature of the manufacture-overseas distributor relationship is associated with certain characteristics of the participating companies; namely, their stake in the relationship, their experience, and their uncertainty surrounding the relationship. These propositions are tested and largely corroborated through analysis of data collected from 41 companies in Canada and the UK.© 1982 JIBS. Journal of International Business Studies (1982) 13, 57–72

Suggested Citation

  • Philip J Rosson & I David Ford, 1982. "Manufacturer-Overseas Distributor Relations and export Performance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 13(2), pages 57-72, June.
    • Handle: RePEc:pal:jintbs:v:13:y:1982:i:2:p:57-72
    as

    Download full text from publisher

    File URL: http://www.palgrave-journals.com/jibs/journal/v13/n2/pdf/8490550a.pdf
    File Function: Link to full text PDF
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: http://www.palgrave-journals.com/jibs/journal/v13/n2/full/8490550a.html
    File Function: Link to full text HTML
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

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

    More about this item

    Statistics

    Access and download statistics

    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:pal:jintbs:v:13:y:1982:i:2:p:57-72. 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.

    We have no bibliographic references for this item. You can help adding them by using 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave-journals.com/ .

    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.