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

  • Li, Lee
  • Ng, Peggy
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    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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    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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    1. 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.
    2. 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.
    3. 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.
    4. 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.
    5. 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.
    6. 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.
    7. 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.
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