Price, authority and trust in international distribution channel relationships

1994 ◽  
Vol 10 (3) ◽  
pp. 225-244 ◽  
Author(s):  
Sven A. Haugland ◽  
Torger Reve
Keyword(s):  
Distribution Channel ◽  
Channel Relationships ◽  
International Distribution ◽  
Price Authority

Managing International Distribution Channel Partners: A Cross-Cultural Approach

2010 ◽  
Vol 17 (2) ◽  
pp. 89-117 ◽  
Author(s):  
Rajiv Mehta ◽  
Rolph E. Anderson ◽  
Alan J. Dubinsky ◽  
Pia Polsa ◽  
Jolanta Mazur
Keyword(s):  
Distribution Channel ◽  
Cross Cultural ◽  
Cultural Approach ◽  
International Distribution

Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country

1989 ◽  
Vol 53 (1) ◽  
pp. 50-69 ◽  
Author(s):  
Gary L. Frazier ◽  
James D. Gill ◽  
Sudhir H. Kale
Keyword(s):  
Developing Countries ◽  
Conceptual Framework ◽  
Tungsten Carbide ◽  
Developing Country ◽  
Empirical Studies ◽  
Distribution Channel ◽  
Carbide Tool ◽  
Channel Relationships ◽  
Tungsten Carbide Tool ◽  
Channel Theory

The primary purpose of this article is to expand our understanding of the dependence and reciprocal action constructs in distribution channel relationships. The authors develop a conceptual framework for channel relationships involving the exchange of industrial products within sellers' markets in developing countries. The framework is tested with data collected in the tungsten carbide tool industry in India. Results are generally supportive of the conceptual framework and illustrate the need to (1) take the channel context into account in developing channel theory and (2) perform empirical studies in a wide variety of channel settings.

The Exercise of Interfirm Power and Its Repercussions in U.S.-Japanese Channel Relationships

1993 ◽  
Vol 57 (2) ◽  
pp. 1-10 ◽  
Author(s):  
Jean L. Johnson ◽  
Tomoaki Sakano ◽  
Joseph A. Cote ◽  
Naoto Onzo
Keyword(s):  
Factor Structure ◽  
Distribution Channel ◽  
Consumer Products ◽  
Power Sources ◽  
Channel Relationships ◽  
Bases Of Power

The study investigates how Japanese distributors of U.S. manufactured consumer products perceive the exercise of power sources by both themselves and their U.S. suppliers in the across-culture distribution channel. The mediated and nonmediated bases of power found in domestic relationships were not replicated in Japanese distributors’ perceptions. Results indicate a factor structure based on nurturing and authoritative bases of power. The Japanese also react to the exercise of power sources in a slightly different manner than Western channel participants.

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