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The impact of national culture and communication on exporter-distributor relations and on export performance

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  • Nes, Erik B.
  • Solberg, Carl Arthur
  • Silkoset, Ragnhild
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    Abstract

    Interorganizational relations have been a major focus of marketing scholars in the past 2-3 decades. In this study, we explore the impact of national cultural differences, a factor that is unique to international relations, on behavior variables in exporter-foreign middleman relations. Furthermore, we argue that communication has an extended role in international channel relationships, and that it influences relationship variables in a different manner than in domestic relationships. The study supports that national cultural distance and communication have significant impact on trust and commitment, that communication may influence variables differently than in domestic relations, and that the degree of commitment toward the foreign distributor or agent is directly related to the financial performance in that market.

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    Bibliographic Info

    Article provided by Elsevier in its journal International Business Review.

    Volume (Year): 16 (2007)
    Issue (Month): 4 (August)
    Pages: 405-424

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    Handle: RePEc:eee:iburev:v:16:y:2007:i:4:p:405-424

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    Related research

    Keywords: Culture Communication Interorganizational relations International Trust Commitment Financial performance;

    References

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    1. C Zhang & S T Cavusgil & A S Roath, 2003. "Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market?," Journal of International Business Studies, Palgrave Macmillan, vol. 34(6), pages 550-566, November.
    2. Oded Shenkar, 2001. "Cultural Distance Revisited: Towards a More Rigorous Conceptualization and Measurement of Cultural Differences," Journal of International Business Studies, Palgrave Macmillan, vol. 32(3), pages 519-535, September.
    3. Ivan M Manev & William B Stevenson, 2001. "Nationality, Cultural Distance, and Expatriate Status: Effects on the Managerial Network in a Multinational Enterprise," Journal of International Business Studies, Palgrave Macmillan, vol. 32(2), pages 285-303, June.
    4. Marschan, Rebecca & Welch, Denice & Welch, Lawrence, 1997. "Language: The forgotten factor in multinational management," European Management Journal, Elsevier, vol. 15(5), pages 591-598, October.
    5. Gabriel R G Benito & Geir Gripsrud, 1992. "The Expansion of Foreign Direct Investments: Discrete Rational Location Choices or a Cultural Learning Process?," Journal of International Business Studies, Palgrave Macmillan, vol. 23(3), pages 461-476, September.
    6. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
    7. Dionisis Skarmeas & Constantine S Katsikeas & Bodo B Schlegelmilch, 2002. "Drivers of Commitment and its Impact on Performance in Cross-Cultural Buyer-Seller Relationships: The Importer's Perspective," Journal of International Business Studies, Palgrave Macmillan, vol. 33(4), pages 757-783, December.
    8. Jensen, Michael C. & Meckling, William H., 1976. "Theory of the firm: Managerial behavior, agency costs and ownership structure," Journal of Financial Economics, Elsevier, vol. 3(4), pages 305-360, October.
    9. Griffith, David A., 2002. "The role of communication competencies in international business relationship development," Journal of World Business, Elsevier, vol. 37(4), pages 256-265, January.
    10. Bruce Kogut & Harbir Singh, 1988. "The Effect of National Culture on the Choice of Entry Mode," Journal of International Business Studies, Palgrave Macmillan, vol. 19(3), pages 411-432, September.
    11. Samiee, Saeed & Walters, Peter G. P., 2003. "Relationship marketing in an international context: a literature review," International Business Review, Elsevier, vol. 12(2), pages 193-214, April.
    12. Drogendijk, Rian & Slangen, Arjen, 2006. "Hofstede, Schwartz, or managerial perceptions? The effects of different cultural distance measures on establishment mode choices by multinational enterprises," International Business Review, Elsevier, vol. 15(4), pages 361-380, August.
    13. Solberg, Carl Arthur & Nes, Erik B., 2002. "Exporter trust, commitment and marketing control in integrated and independent export channels," International Business Review, Elsevier, vol. 11(4), pages 385-405, August.
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    Cited by:
    1. Nuno Rosa Reis & Manuel Portugal Ferreira & João Carvalho Santos, 2013. "A bibliometric study of the cultural models in International Business research," Working Papers 104, globADVANTAGE, Polytechnic Institute of Leiria.
    2. Gabrielsson, Mika & Gabrielsson, Peter, 2011. "Internet-based sales channel strategies of born global firms," International Business Review, Elsevier, vol. 20(1), pages 88-99, February.
    3. Leonidou, Constantinos N. & Leonidou, Leonidas C. & Coudounaris, Dafnis N. & Hultman, Magnus, 2013. "Value differences as determinants of importers’ perceptions of exporters’ unethical behavior: The impact on relationship quality and performance," International Business Review, Elsevier, vol. 22(1), pages 156-173.
    4. Abu Saleh, Md. & Yunus Ali, M. & Julian, Craig C., 2014. "International buyer behaviour–commitment relationship: An investigation of the empirical link in importing," International Business Review, Elsevier, vol. 23(2), pages 329-342.
    5. Costa e Silva, Susana & Bradley, Frank & Sousa, Carlos M.P., 2012. "Empirical test of the trust–performance link in an international alliances context," International Business Review, Elsevier, vol. 21(2), pages 293-306.
    6. Abosag, Ibrahim & Lee, Joong-Woo, 2013. "The formation of trust and commitment in business relationships in the Middle East: Understanding Et-Moone relationships," International Business Review, Elsevier, vol. 22(3), pages 602-614.
    7. Leonidou, Leonidas C. & Palihawadana, Dayananda & Chari, Simos & Leonidou, Constantinos N., 2011. "Drivers and outcomes of importer adaptation in international buyer-seller relationships," Journal of World Business, Elsevier, vol. 46(4), pages 527-543, October.
    8. White, George O. & Hadjimarcou, John & Fainshmidt, Stav & Posthuma, Richard A., 2013. "MNE home country cultural norms and conflict strategy fit in transnational business contract disputes," International Business Review, Elsevier, vol. 22(3), pages 554-567.
    9. Mäkelä, Kristiina & Björkman, Ingmar & Ehrnrooth, Mats, 2010. "How do MNCs establish their talent pools? Influences on individuals' likelihood of being labeled as talent," Journal of World Business, Elsevier, vol. 45(2), pages 134-142, April.
    10. Williams, Christopher & van Triest, Sander, 2009. "The impact of corporate and national cultures on decentralization in multinational corporations," International Business Review, Elsevier, vol. 18(2), pages 156-167, April.
    11. Jonsson, Sara & Lindbergh, Jessica, 2010. "The impact of institutional impediments and information and knowledge exchange on SMEs' investments in international business relationships," International Business Review, Elsevier, vol. 19(6), pages 548-561, December.

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