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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
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    Cited by:

    1. Ellis, Paul, 2001. "Adaptive strategies of trading companies," International Business Review, Elsevier, vol. 10(2), pages 235-259, April.
    2. Fletcher, Richard, 2001. "A holistic approach to internationalisation," International Business Review, Elsevier, vol. 10(1), pages 25-49, February.
    3. 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.
    4. 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.
    5. 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.
    6. 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.
    7. 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.
    8. 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.

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