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Mechanisms to control the marketing activities of foreign distributors

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  • Pahud de Mortanges, Charles
  • Vossen, Joost

Abstract

This study provides theoretical and practical insight into the use of control mechanisms in exporter-distributor relationships under different situational circumstances. The results support the different characteristics and requirements underlying three (outcome-based, behavior-based, and relational) types of control. Antecedents used that could affect the use of these control mechanisms were: asset specificity, environmental uncertainty, market knowledge, and resource dependence. A survey among 122 export managers found that by recognizing the characteristics and requirements of the three control mechanisms and their antecedents, exporters will be able to better manage inter-firm controls, which will lead to more effective and efficient export channel management.

Suggested Citation

  • Pahud de Mortanges, Charles & Vossen, Joost, 1999. "Mechanisms to control the marketing activities of foreign distributors," International Business Review, Elsevier, vol. 8(1), pages 75-97, January.
    • Handle: RePEc:eee:iburev:v:8:y:1999:i:1:p:75-97
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    References listed on IDEAS

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    Cited by:

    1. Juan Manuel Ramon-Jeronimo & Raquel Florez-Lopez & Pedro Araujo-Pinzon, 2019. "Resource-Based View and SMEs Performance Exporting through Foreign Intermediaries: The Mediating Effect of Management Controls," Sustainability, MDPI, vol. 11(12), pages 1-26, June.
    2. Piotr Hadrian & František Milichovský & Pavel Mráček, 2021. "The Concept of Strategic Control in Marketing Management in Connection to Measuring Marketing Performance," Sustainability, MDPI, vol. 13(7), pages 1-21, April.
    3. Obadia, Claude & Stöttinger, Barbara, 2015. "Pricing to manage export channel relationships," International Business Review, Elsevier, vol. 24(2), pages 311-318.
    4. Yang, Zhilin & Wang, Xuehua & Su, Chenting, 2006. "A review of research methodologies in international business," International Business Review, Elsevier, vol. 15(6), pages 601-617, December.
    5. Amal R. Karunaratna & Lester W. Johnson, 2015. "Management of Exporter-Overseas Channel Intermediary Relationships," International Journal of Business and Social Research, MIR Center for Socio-Economic Research, vol. 5(1), pages 33-46, January.
    6. Thomas, Andrew R. & Wilkinson, Timothy J., 2005. "It's the distribution, stupid!," Business Horizons, Elsevier, vol. 48(2), pages 125-134.
    7. 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.
    8. Velez, Maria L. & Sanchez, Jose M. & Florez, Raquel & Alvarez-Dardet, Concha, 2015. "How control system information characteristics affect exporter–intermediary relationship quality," International Business Review, Elsevier, vol. 24(5), pages 812-824.
    9. Amal R. Karunaratna & Lester W. Johnson, 2015. "Management of Exporter-Overseas Channel Intermediary Relationships," International Journal of Business and Social Research, LAR Center Press, vol. 5(1), pages 33-46, January.
    10. Pascale Bueno Merino, 2006. "Le contrôle de l’intermédiaire local dans l’accord de portage commercial:analyse du rôle et des antécédents de la confiance," Revue Finance Contrôle Stratégie, revues.org, vol. 9(1), pages 97-134, March.
    11. Henri C. Dekker & Alexandra Van den Abbeele, 2010. "Organizational Learning and Interfirm Control: The Effects of Partner Search and Prior Exchange Experiences," Organization Science, INFORMS, vol. 21(6), pages 1233-1250, December.

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