Journal article
Managing International Distribution Channel Partners: A Cross-Cultural Approach
Journal of marketing channels, v 17(2), pp 89-117
09 Apr 2010
Featured in Collection : UN Sustainable Development Goals @ Drexel
Abstract
Although the topic of conflict has been extensively studied in the distribution channels literature from a domestic perspective, there is relatively little published research examining the construct within the international distribution channels context. This is of particular concern because cross-national channel partnerships are on the rise, and divergent cultures may engender heightened conflict, which has a deleterious effect on channel performance. This article explores the extent to which different channel leadership styles, predicated on Hofstede's dimensions of national culture, can be effective strategies to manage conflict in international distribution channels. Specifically, the article examines whether the relationship between leadership style and conflict in international distribution channels is moderated by national culture. Additionally, the impact of manifest conflict on international channel partner performance is investigated. A conceptual model and research propositions are developed. The use of leadership styles to manage disagreements among international channel partners is argued to be culturally specific. International channel management implications and directions for future research are suggested.
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Details
- Title
- Managing International Distribution Channel Partners: A Cross-Cultural Approach
- Creators
- Rajiv Mehta - New Jersey Institute of TechnologyRolph E. Anderson - Drexel UniversityAlan J. Dubinsky - St. Catherine UniversityPia Polsa - Hanken School of EconomicsJolanta Mazur - SGH Warsaw School of Economics
- Publication Details
- Journal of marketing channels, v 17(2), pp 89-117
- Publisher
- Taylor & Francis Group
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- [Retired Faculty]
- Web of Science ID
- WOS:000415510000001
- Scopus ID
- 2-s2.0-77951611342
- Other Identifier
- 991019167842504721
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- Collaboration types
- Domestic collaboration
- International collaboration
- Web of Science research areas
- Business