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The Achilles' heel of an enduring relationship: Appropriation of rents between a manufacturer and its foreign distributor

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  • Deligonul, Seyda
  • Kim, Daekwan
  • Roath, Anthony S.
  • Cavusgil, Erin

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  • Deligonul, Seyda & Kim, Daekwan & Roath, Anthony S. & Cavusgil, Erin, 2006. "The Achilles' heel of an enduring relationship: Appropriation of rents between a manufacturer and its foreign distributor," Journal of Business Research, Elsevier, vol. 59(7), pages 802-810, July.
    • Handle: RePEc:eee:jbrese:v:59:y:2006:i:7:p:802-810
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    7. Gary A Knight & S Tamer Cavusgil, 2004. "Innovation, organizational capabilities, and the born-global firm," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 35(4), pages 334-334, July.
    8. Dennis A. Yao, 1988. "Beyond the reach of the invisible hand: Impediments to economic activity, market failures, and profitability," Strategic Management Journal, Wiley Blackwell, vol. 9(S1), pages 59-70, June.
    9. John B Cullen & Jean L Johnson & Tomoaki Sakano, 1995. "Japanese and Local Partners Commitment to IJVs: Psychological Consequences of Outcomes and Investments in the IJV Relationships," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 26(1), pages 91-115, March.
    10. Shantanu Dutta & Mark Bergen & George John, 1994. "The Governance of Exclusive Territories When Dealers can Bootleg," Marketing Science, INFORMS, vol. 13(1), pages 83-99.
    11. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
    12. Klein, Benjamin & Crawford, Robert G & Alchian, Armen A, 1978. "Vertical Integration, Appropriable Rents, and the Competitive Contracting Process," Journal of Law and Economics, University of Chicago Press, vol. 21(2), pages 297-326, October.
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    1. Aykol, Bilge & Leonidou, Leonidas C., 2018. "Exporter-importer business relationships: Past empirical research and future directions," International Business Review, Elsevier, vol. 27(5), pages 1007-1021.
    2. Carlos Pateiro-Rodriguez & Carlos Javier Prado-Domínguez & Jesus M. Garcia-Iglesias & Jose M. Barreiro-Viñan, 2016. "Editorial statement: Switching costs in the European postal service. Are there any solutions?," European Journal of Government and Economics, Europa Grande, vol. 5(2), pages 104-119, December.
    3. Niesten, Eva & Jolink, Albert, 2012. "Incentives, opportunism and behavioral uncertainty in electricity industries," Journal of Business Research, Elsevier, vol. 65(7), pages 1031-1039.
    4. Jafari, Hamid & Eslami, Mohammad H. & Paulraj, Antony, 2022. "Postponement and logistics flexibility in retailing: The moderating role of logistics integration and demand uncertainty," International Journal of Production Economics, Elsevier, vol. 243(C).
    5. Daniela Corsaro, 2017. "Disclosing the dark side of value processes in business relationships," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2017(4), pages 125-149.
    6. Kang, Bohyeon & Jindal, Rupinder P., 2015. "Opportunism in buyer–seller relationships: Some unexplored antecedents," Journal of Business Research, Elsevier, vol. 68(3), pages 735-742.
    7. Selma Kadic-Maglajlic & Claude Obadia & Irena Vida & Matthew J. Robson, 2023. "Moral Categorization of Opportunists in Cross-Border Interfirm Relationships," Journal of Business Ethics, Springer, vol. 188(2), pages 221-238, November.
    8. Mdarhri Alaoui Saâd & Noureddine Amine, 2019. "The Impact Of Power And Relationship Quality On Value Creation and Appropriation in Buyer–Supplier Relationships," Review of Marketing Science, De Gruyter, vol. 17(1), pages 47-80, June.
    9. Leonidas C. Leonidou & Bilge Aykol & Jorma Larimo & Lida Kyrgidou & Paul Christodoulides, 2021. "Enhancing International Buyer-Seller Relationship Quality and Long-Term Orientation Using Emotional Intelligence: The Moderating Role of Foreign Culture," Management International Review, Springer, vol. 61(3), pages 365-402, June.
    10. Hullova, Dusana & Laczko, Pavel & Frishammar, Johan, 2019. "Independent distributors in servitization: An assessment of key internal and ecosystem-related problems," Journal of Business Research, Elsevier, vol. 104(C), pages 422-437.

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