Abstract
Various aspects of the relationship between export manufacturers and their overseas distributors are examined in study reported in this paper. Some support is found for an association between manufacturer stake in the relationship and conflict level, while strong support is found for an association between conflict and performance levels.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
A.A. Ahmed, "Channel Control in International Markets," European Journal of Marketing, 11 (4, 1977), 327–336.
M. Aiken and J. Hage, "Organizational Interdependence and Intro-organizational Structure," American Sociological Review, 33 (December, 1968), 912–930.
H.E. Aldrich, "An Interorganizational Dependency Perspective on Relations Between the Employment Service and its Organizational Set," in The Management of Organizational Design, ed. R.H. Kilman, L.R. Pondy and D.P. Slevin (New York, North Holland), pp. 231–266.
Betro Trust, Concentration on Key Markets (London: Royal Society of Arts, 1975).
Canadian Trade Index 1978 (Toronto: Canadian Manufacturers’ Association, 1978).
P.R. Cateora and J.M. Hess, International Marketing (Homewood, Ill: Irwin, 1975).
A.Duguid and E. Jacques, Case Studies in Export Organization (London: Department of Trade and Industry, HMSQ, 1971).
R.M. Emerson, "Power-Dependence Relations," American Sociological Review, 27 (February, 1962), 31–41.
A. Gouldner, "Reciprocity and Autonomy in Functional Theory," in Symposium on Sociological Theory, ed. L. Gross (New York: Harper and Row, 1959), pp. 230–241.
H. Guetzkow, "Relations Among Organizations," Studies in Behavior in Organizations, ed. R.V. Bowers (Athens: University of Georgia Press, 1966), pp. 13–41.
H.J. Heck, International Trade: A Management Guide (New York: American Management Association, 1972).
S. Levine and P. White, "Exchange as a Conceptual Framework for the Study of Interorganizational Relationships," Administrative Science Quarterly, 5 (1961), 583–601.
R.F. Lusch, "Channel Conflict: Its Impact on Retailer Operating Performance," Journal of Retailing, 52 (Summer, 1976), 3–12, 89, 90.
J.G. March and H.A. Simon, Organizations (New York: Wiley, 1958).
M.M. Pearson, "An Empirical Study of the Operational Results Associated with Conflict and Cooperation in Channels of Distribution," unpublished D.B.A. thesis, University of Colorado, 1971.
M.M. Pearson and J.F. Monoky, "The Role of Conflict and Cooperation in Channel Performance," Proceedings, American Marketing Association Educators’ Conference, 1977, 240–244.
S.M. Schmidt and T.A. Kochan, "Interorganizational Relationships: Patterns and Motivations," Administrative Science Quarterly, 22 (June, 1977), 220–234.
L.W. Stern ed., Distribution Channels: Behavioral Dimensions (Boston: Houghton Mifflin, 1969).
L.W. Stern and A.I. El-Ansary, Marketing Channels (Englewood Cliffs, N.J: Prentice Hall, 1977).
R.D. Stuart, Penetrating the International Market: Effective Overseas Distribution (New York: American Management Association, 1965).
V. Terpstra, International Marketing (New York: Holt Rinehart and Winston, 1972).
D.A. Tookey, E. Lea and C.M.H. McDougall, The Exporters: A Study of Organization, Staff and Training (Ashridge, Berkshire: Ashridge Management College, 1967).
M.F. Tuite, "Toward a Theory of Joint Decision-Making," in Interorganizational Decision Making, ed. M.F. Tuite, A. Chisholm and M. Radnor (Chicago: Aldine Publishing, 1972), pp. 9–19.
P.E. White, "Intra-and Inter-organizational Studies," Administration and Society, 6 (May, 1974), 105–152.
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2016 Academy of Marketing Science
About this paper
Cite this paper
Rosson, P.J., Ford, I.D. (2016). Stake, Conflict and Performance in Export Marketing Channels. In: Gitlow, H.S., Wheatley, E.W. (eds) Proceedings of the 1979 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16934-7_16
Download citation
DOI: https://doi.org/10.1007/978-3-319-16934-7_16
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-16933-0
Online ISBN: 978-3-319-16934-7
eBook Packages: Business and ManagementBusiness and Management (R0)