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Opportunistic Behaviour by International Channel Intermediaries

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  • Karunaratna, Amal R
  • Johnson, Lester W

Abstract

The relationship between exporters and independent foreign channel intermediaries (FCIs) is complex. The present paper analyses and discusses the potential types of opportunistic behaviour that might be engaged in by foreign agents or distributors (FCIs) using an agency theory approach. A classification framework of opportunistic behaviour is developed and a detailed qualitative examination of the content of five agency-distributor agreements between Australian exporters and their FCIs. A five-category classification scheme for opportunistic behaviour was found that included (1) product, (2) price, (3) information, (4) logistical, and (5) legal opportunism. The implications of each type of opportunism for an exporter are discussed using examples obtained from ways to control opportunistic behaviour are discussed.

Suggested Citation

  • Karunaratna, Amal R & Johnson, Lester W, 2000. "Opportunistic Behaviour by International Channel Intermediaries," Journal of Management & Organization, Cambridge University Press, vol. 6(2), pages 20-31, March.
    • Handle: RePEc:cup:jomorg:v:6:y:2000:i:02:p:20-31_00
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