Journal article
Determinants and Consequences of Cooperation in International Strategic Distribution Channel Alliances
Contemporary management research, v 9(4), pp 363-367
01 Dec 2013
Abstract
Relationship marketing literature suggests that concepts such as trust, integration, and relationship openness tend to increase cooperation and commitment among channels of distribution partners. However, can relationship marketing theory be extended to international strategic alliances in the manufacturer-distribution channel context? More specifically, can cooperation and commitment among international distribution channel partners be fostered using similar management practices on a cross-national basis? Given the scant research on strategic alliances in international distribution channels, this investigation seeks to validate empirically the effects of strategic integration, trust, and relationship openness among international channel partners as determinants of cooperation and commitment, which in turn affect overall channel performance. Research propositions postulating the linkages among the focal constructs within a conceptual model of cooperation and commitment in international distribution alliances are developed to provide insights and guidelines for manufacturers in selecting and working with international distributors as strategic alliance partners. [PUBLICATION ABSTRACT]
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Details
- Title
- Determinants and Consequences of Cooperation in International Strategic Distribution Channel Alliances
- Creators
- Rajiv Mehta - New Jersey Institute of TechnologyTakao Ito - National Institute of Technology, Ube CollegeJolanta Mazur - SGH Warsaw School of EconomicsRolph Anderson - Drexel University
- Publication Details
- Contemporary management research, v 9(4), pp 363-367
- Publisher
- Academy of Taiwan Information Systems Research
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- [Retired Faculty]
- Other Identifier
- 991019295294004721