IDEAS home Printed from https://ideas.repec.org/a/pal/jintbs/v16y1985i2p65-82.html
   My bibliography  Save this article

Contractual Arrangement and Marketing Practices in the Indirect Export Channel

Author

Listed:
  • Daniel C Bello

    (Georgia State University)

  • Nicholas C Williamson

    (University of North Carolina)

Abstract

The association between contractual arrangement and the marketing practices of export intermediaries and domestic supplies is examined. Based on data collected from a national sample of export management companies, the effect of structuring the export arrangement as a contractual, administrative, or conventional channel is analyzed. Prior research suggests that contractual form establishes the framework within which all the economic and sociopolitical interactions between the supplier and export middleman take place. Hypothesized relationship between export practices and channel structure are empirically tested, and the central role of structure in the operation of export channels is largely confirmed.© 1985 JIBS. Journal of International Business Studies (1985) 16, 65–82

Suggested Citation

  • Daniel C Bello & Nicholas C Williamson, 1985. "Contractual Arrangement and Marketing Practices in the Indirect Export Channel," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 16(2), pages 65-82, June.
    • Handle: RePEc:pal:jintbs:v:16:y:1985:i:2:p:65-82
    as

    Download full text from publisher

    File URL: http://www.palgrave-journals.com/jibs/journal/v16/n2/pdf/8490451a.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/v16/n2/full/8490451a.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.

    Citations

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


    Cited by:

    1. Wang, Qingtao & Li, Julie Juan & Yang, Defeng, 2022. "Unequal participation in joint new product development: The roles of information opportunism concern and contract binding force," Journal of Business Research, Elsevier, vol. 145(C), pages 21-34.
    2. Roath, A. S. & Miller, S. R. & Cavusgil, S. T., 2002. "A conceptual framework of relational governance in foreign distributor relationships," International Business Review, Elsevier, vol. 11(1), pages 1-16, February.
    3. Fletcher, Richard, 2001. "A holistic approach to internationalisation," International Business Review, Elsevier, vol. 10(1), pages 25-49, February.
    4. 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.
    5. Paul, Justin & Gupta, Parul, 2014. "Process and intensity of internationalization of IT firms – Evidence from India," International Business Review, Elsevier, vol. 23(3), pages 594-603.
    6. 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.
    7. Ellis, Paul, 2001. "Adaptive strategies of trading companies," International Business Review, Elsevier, vol. 10(2), pages 235-259, April.
    8. Jungseok Choi & Woohyoung Kim & Seokkyu Choi, 2021. "The Economic Effects of China’s Distribution Industry: An Input-Output Analysis," Sustainability, MDPI, vol. 13(6), pages 1-13, March.

    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:16:y:1985:i:2:p:65-82. 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.