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Market exchanges, hierarchical exchanges or relational exchanges in export channels into emerging markets

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  • Li, Lee
  • Ng, Peggy
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    Abstract

    This study draws from relational contracting paradigm, transaction cost paradigm, and internationalization process paradigm and evaluates market exchanges, hierarchical exchanges, and relational exchanges between Western manufacturers and their foreign intermediaries in emerging markets. The study suggests that choices of exchange governance be determined by various factors in combination, including experiential knowledge, market conditions, activity complementarity, brand power, and trust. Choices of exchange governance depend on the interaction among these factors.

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    File URL: http://www.sciencedirect.com/science/article/pii/S096959310200046X
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    Bibliographic Info

    Article provided by Elsevier in its journal International Business Review.

    Volume (Year): 11 (2002)
    Issue (Month): 6 (December)
    Pages: 707-723

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    Handle: RePEc:eee:iburev:v:11:y:2002:i:6:p:707-723

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    Related research

    Keywords: Relational exchanges Hierarchical exchanges Market exchanges Export channels;

    References

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    1. Kent Eriksson & Jan Johanson & Anders Majkg´┐Żrd & D Deo Sharma, 1997. "Experimental Knowledge and Costs in the Internationalization Process," Journal of International Business Studies, Palgrave Macmillan, vol. 28(2), pages 337-360, June.
    2. Erin Anderson & Hubert Gatignon, 1986. "Modes of Foreign Entry: A Transaction Cost Analysis and Propositions," Journal of International Business Studies, Palgrave Macmillan, vol. 17(3), pages 1-26, September.
    3. Warren J Bilkey & George Tesar, 1977. "The Export Behavior of Smaller-Sized Wisconsin Manufacturing Firms," Journal of International Business Studies, Palgrave Macmillan, vol. 8(1), pages 93-98, March.
    4. Bruce Kogut & Nalin Kulatilaka, 1994. "Operating Flexibility, Global Manufacturing, and the Option Value of a Multinational Network," Management Science, INFORMS, vol. 40(1), pages 123-139, January.
    5. Preet S Aulakh & Masaaki Kotabe, 1997. "Antecedents and Performance Implications of Channel Integration in Foreign Markets," Journal of International Business Studies, Palgrave Macmillan, vol. 28(1), pages 145-175, March.
    6. Yadong Luo & Mike W Peng, 1999. "Learning to Compete in a Transition Economy: Experience, Environment, and Performance," Journal of International Business Studies, Palgrave Macmillan, vol. 30(2), pages 269-295, June.
    7. M Krishna Erramilli, 1991. "The Experience Factor in Foreign Market Entry Behavior of Service Firms," Journal of International Business Studies, Palgrave Macmillan, vol. 22(3), pages 479-501, September.
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    Cited by:
    1. De Clercq, Dirk & Danis, Wade M. & Dakhli, Mourad, 2010. "The moderating effect of institutional context on the relationship between associational activity and new business activity in emerging economies," International Business Review, Elsevier, vol. 19(1), pages 85-101, February.
    2. Ron Berger & Moti Zviling, 2013. "The Relationship between Stakeholder Marketing and Reciprocity in Eastern Europe: A Conceptual Analysis," International Journal of Management, Knowledge and Learning, International School for Social and Business Studies, Celje, Slovenia, vol. 2(2), pages 149-164.
    3. Dong, Maggie Chuoyan & Tse, David K. & Cavusgil, S. Tamer, 2008. "Efficiency of governance mechanisms in China's distribution channels," International Business Review, Elsevier, vol. 17(5), pages 509-519, October.
    4. Wu, Jun & Li, Shaomin & Samsell, Darryl, 2012. "Why some countries trade more, some trade less, some trade almost nothing: The effect of the governance environment on trade flows," International Business Review, Elsevier, vol. 21(2), pages 225-238.
    5. Mallin, Michael L. & Asree, Susita & Koh, Anthony C. & Hu, Michael Y., 2010. "Antecedents to managerial trust and sales control in Malaysian salesforce," International Business Review, Elsevier, vol. 19(3), pages 292-305, June.

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