Effects of relational policies in export channels

Claude Obadia, David I. Gilliland

Research output: Chapter in Book/Published conference outputConference publication


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 languageEnglish
Title of host publication2008 AMA educators’ proceedings
Subtitle of host publicationenhancing knowledge development in marketing
EditorsJames R. Brown, Rajiv P. Dant
PublisherAmerican Marketing Association
Number of pages3
ISBN (Print)0-87757-333-6
Publication statusPublished - 2008
EventAmerican Marketing Association summer educators' conference 2008 - San Diego, United States
Duration: 8 Aug 200811 Aug 2008


ConferenceAmerican Marketing Association summer educators' conference 2008
Abbreviated titleSummer AMA 2008
Country/TerritoryUnited States
CitySan Diego


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