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This special volume of Advances in International Marketing is focused on international marketing channels. Specifically, it explores substantive issues relating to the role of foreign intermediaries in export channels. Independent distributors or agents are commonly engaged by exporting manufacturers, yet academic research in this area is very limited. We are delighted to feature the latest research findings and insights on this topic contributed by authoritative colleagues from around the world. It is guest edited by Carl Author Solberg of BI Norwegian School of Management. The idea for devoting a separate volume on foreign intermediaries originated from Professor Solberg. We issued a call for papers, which then attracted a variety of submissions of high quality. We owe gratitude to him for screening and evaluating these submissions, and for preparing the final set of chapters. We are also indebted to many colleagues who assisted in the review process. The resulting selections draw from a variety of perspectives and offer rich insights on foreign intermediaries. Our thanks go to Professor Solberg for his efforts in creating this volume. At Michigan State University, I would like to recognize the professional assistance of Ms. Kathy Waldie, Editorial Assistant for the Advances in International Marketing series. Kathy carries the responsibility of corre- sponding with the authors, guest editors, as well as the staff of Elsevier Science at various phases of the publication process. Finally, we express our appreciation to Ms. Hannah Collett and the other staff at JAI/Elsevier Science who saw the volume through the production process.
[...]... order and each of the authors have contributed equally to this paper Relationship between Exporters and their Foreign Sales and Marketing Intermediaries Advances in International Marketing, Volume 16, 1–22 Copyright r 2006 by Elsevier Ltd All rights of reproduction in any form reserved ISSN: 1474-7979/doi:10.1016/S1474-7979(05)16001-3 1 2 KENT ERIKSSON ET AL the equipment, training the customer, and. .. business relationships between German firms and their trading partners in their home market and nine other countries: Sweden, Poland, Italy, France, USA, Brazil, South Africa, Japan and the People’s Republic of China Investigating export managers’ perceptions of their foreign customers’ relational behavior he suggests that national business behaviors can be classified along two dimensions: ‘‘cooperation’’ and. .. in isolation and have excluded the influence of culture Goksel Yalsinkaya and David A Griffith endeavor in their article, ‘‘Factors influencing distributor self-perceived power in channel relationships: a seven country study’’ to fill this gap Their study of relationships between 228 US firms and their distributors in seven countries (US, Canada, Chile, Great Britain, Mexico, the Philippines and Singapore)... of integrated and independent marketing channel members in international markets: the moderating effects of stage of relationships and operation modes’’, is written by Carl Arthur Solberg This paper presents a model of exporter governance of marketing channel members in foreign markets, introducing two contingencies: modes of operation and stage of relationship between the middleman and the exporter... interaction effect between cultural knowledge and cultural adaptation is shown to enhance buyer tolerance of conflict The extant literature suggests important differences between domestic and foreign business relationships, but ‘ foreign relationships’’ is a broad category, and little is known about specific national relational behaviors In the article, ‘‘Identifying differences in foreign customers’... both low- and high -sales performances evoke risks of termination is studied The termination dilemma induces foreign intermediaries to make no more than a mediocre sales effort, thereby imposing losses to exporters The paper investigates how antishirking measures (such as outcome-based remuneration and monitoring instruments) and hold-up safeguards (e.g., severance payment) put in place by exporters. .. test a conceptual model of the association between information collection from two different sources (the intermediary and ‘‘other’’) and performance in export relationships The behavior of exporters in collecting information is posited to be influenced by the exporter’s trust in its foreign channel partner, and the association between information collection and performance is argued to be moderated... developed, and major aspects are identified in a number of propositions and some issues for further research is suggested xxv Introduction Bent Petersen, Torben Pedersen and Gabriel R.G Benito examine the ‘‘termination dilemma’’ phenomenon of foreign intermediaries operating in export markets In their paper, ‘‘The termination dilemma of foreign intermediaries: performance, anti-shirking measures and hold-up... geographical and cultural distance between the home and host markets increase, the more difficult it becomes for firms to collect and interpret incoming information properly This ‘‘psychic distance’’ between the home and foreign markets affects the selection of the market as well as the choice of foreign market operation method The cultural distance between the home and host countries influences a firm’s... the intermediaries institutional traits, organizational forms and micro–macro links in emerging economies In their paper, ‘‘Legal versus relational ordering in channel governance: the case of the manufacturer and its foreign distributor’’, Seyda Deligounul and S Tamer Cavusgil present governance as a manifestation of needs for safeguarding trust, adaptation, control and ability to predict In their . NETWORK PERSPECTIVE Per Andersson and Lars-Gunnar Mattsson 287 THE TERMINATION DILEMMA OF FOREIGN INTERMEDIARIES: PERFORMANCE, ANTI- SHIRKING MEASURES AND HOLD-UP SAFEGUARDS Bent Petersen, Torben Pedersen and Gabriel. diagnoses and drug dosages should be made. First edition 2006 British Library Cataloguing in Publication Data A catalogue record is available from the British Library. ISBN-10: 0-7 62 3-1 28 6-6 ISBN-13:. 0-7 62 3-1 28 6-6 ISBN-13: 97 8-0 -7 62 3-1 28 6-3 ISSN: 147 4-7 979 (Series) ∞ The paper used in this publication meets the requirements of ANSI/NISO Z39.4 8-1 992 (Permanence of Paper). Printed in The Netherlands. ELSEVIER