Effects of relational policies in export channels

Claude Obadia; David I. Gilliland

Effects of relational policies in export channels

Claude Obadia, David I. Gilliland

Marketing & Strategy

Research output: Chapter in Book/Published conference output › Conference publication

Abstract

Two key causes of failure for exporters are (1) the availability of adequate resources at the point of entry, and, (2) the quality of the exporter-foreign distributor relationship. Generally, export research has found that, as foreign distributor relationship-specific investments increase and as relational bonds are established, performance improves (e.g., Bello and Gilliland 1997). However,
investments and the quality of the relationship are challenged by the foreign distributor’s motivation to participate in the relationship. One way exporters deal
with this issue is by developing trade policies, which we refer to as “relational policies,” that are intended to motivate relational behaviors on the part of the foreign distributor.

Original language	English
Title of host publication	2008 AMA educators’ proceedings
Subtitle of host publication	enhancing knowledge development in marketing
Editors	James R. Brown, Rajiv P. Dant
Publisher	American Marketing Association
Pages	248-250
Number of pages	3
ISBN (Print)	0-87757-333-6
Publication status	Published - 2008
Event	American Marketing Association summer educators' conference 2008 - San Diego, United States Duration: 8 Aug 2008 → 11 Aug 2008

Conference

Conference	American Marketing Association summer educators' conference 2008
Abbreviated title	Summer AMA 2008
Country/Territory	United States
City	San Diego
Period	8/08/08 → 11/08/08

Cite this

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title = "Effects of relational policies in export channels",

abstract = "Two key causes of failure for exporters are (1) the availability of adequate resources at the point of entry, and, (2) the quality of the exporter-foreign distributor relationship. Generally, export research has found that, as foreign distributor relationship-specific investments increase and as relational bonds are established, performance improves (e.g., Bello and Gilliland 1997). However,investments and the quality of the relationship are challenged by the foreign distributor{\textquoteright}s motivation to participate in the relationship. One way exporters dealwith this issue is by developing trade policies, which we refer to as “relational policies,” that are intended to motivate relational behaviors on the part of the foreign distributor. ",

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AU - Obadia, Claude

AU - Gilliland, David I.

PY - 2008

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N2 - Two key causes of failure for exporters are (1) the availability of adequate resources at the point of entry, and, (2) the quality of the exporter-foreign distributor relationship. Generally, export research has found that, as foreign distributor relationship-specific investments increase and as relational bonds are established, performance improves (e.g., Bello and Gilliland 1997). However,investments and the quality of the relationship are challenged by the foreign distributor’s motivation to participate in the relationship. One way exporters dealwith this issue is by developing trade policies, which we refer to as “relational policies,” that are intended to motivate relational behaviors on the part of the foreign distributor.

AB - Two key causes of failure for exporters are (1) the availability of adequate resources at the point of entry, and, (2) the quality of the exporter-foreign distributor relationship. Generally, export research has found that, as foreign distributor relationship-specific investments increase and as relational bonds are established, performance improves (e.g., Bello and Gilliland 1997). However,investments and the quality of the relationship are challenged by the foreign distributor’s motivation to participate in the relationship. One way exporters dealwith this issue is by developing trade policies, which we refer to as “relational policies,” that are intended to motivate relational behaviors on the part of the foreign distributor.

UR - http://www.marketingpower.com/Community/ARC/gated/Documents/Connections/ARC_AMA_SUMMER2008.pdf

M3 - Conference publication

SN - 0-87757-333-6

SP - 248

EP - 250

BT - 2008 AMA educators’ proceedings

A2 - Brown, James R.

A2 - Dant, Rajiv P.

PB - American Marketing Association

T2 - American Marketing Association summer educators' conference 2008

Y2 - 8 August 2008 through 11 August 2008

ER -

Effects of relational policies in export channels

Abstract

Conference

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Exploring the dimensions and transactional outcomes of incomplete business contracts

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