Export channel design: the use of foreign distributors and agents

Article Abstract:

Because many manufacturers are unable to integrate vertically into global distribution, the nonintegrated market entry modes of foreign distributor and agent are frequently used. Unfortunately, little is known about choosing efficiently between distributor and agent because research has only partially examined the importance of transaction and production costs in determining institutional arrangements. To specify efficient channel design, this article develops and tests hypotheses linking the characteristics of export exchange to the cost-minimizing mode of export channel governance. Based on a sample of 269 manufacturers, results suggest that market diversity, type of transaction-specific asset, and production cost economies all affect the choice between foreign-based agents and distributors. The article concludes with the implications of these results for export management and future export research. (Reprinted by permission of the publisher.)

Professional & Commercial Equipment, Professional and Commercial Equipment and Supplies Wholesalers, Business & Commercial Eqp Whsle, International aspects, International trade, Distributors (Commerce), Export marketing, Commercial agents

---

The importance of value structures in the perception of rewards by industrial salespersons

Article Abstract:

This study uses value structures to explain industrial salespersons' perception of rewards. The study suggests that salespersons' preference for a reward system depends on their dominant value structures. Reward systems may therefore designed to reflect the dominant values. The degree of congruence between salespersons' values and values ascribed to the organization also influences the perception of rewards. Companies with high value congruency should emphasize job security, promotion and social recognition. Where value congruence is low, the reward system should emphasize financial remunerations in the short-run. Recruitment and selection of new salespeople may also be based partly on values. (Reprinted by permission of the publisher.)

Compensation and benefits, Compensation management, Sales personnel, Salespeople, Values, Values (Philosophy)

---

On Interfirm Power, Channel Climate, and Solidarity in Industrial Distributor-Supplier Dyads

Article Abstract:

This study examines interfirm power's influence. Results conclude that further study is needed.

Distribution Channels, Statistical Data Included

Similar abstracts:

• Abstracts: Reporting on the Web: the state of the art. Agains all odds. Superhighway robbery
• Abstracts: Accounting as a tool for Aboriginal dispossession: Then and now. The issue of Australian indigenous world-views and accounting
• Abstracts: A model for estimating industry compliance costs of food labeling regulations. Assessing consumer response to protected geographical identification labeling
• Abstracts: Burnfield two come aboard. Requiem for a lightweight: the Northrop F-20 strategic initiative. Aero Inventory

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.