Determinants and Consequences of Cooperation in International Strategic Distribution Channel Alliances
نویسندگان
چکیده
Relationship marketing literature suggests that concepts such as trust, integration, and relationship openness tend to increase cooperation and commitment among channels of distribution partners. However, can relationship marketing theory be extended to international strategic alliances in the manufacturer–distribution channel context? More specifically, can cooperation and commitment among international distribution channel partners be fostered using similar management practices on a cross-national basis? Given the scant research on strategic alliances in international distribution channels, this investigation seeks to validate empirically the effects of strategic integration, trust, and relationship openness among international channel partners as determinants of cooperation and commitment, which in turn affect overall channel performance. Research propositions postulating the linkages among the focal constructs within a conceptual model of cooperation and commitment in international distribution alliances are developed to provide insights and guidelines for manufacturers in selecting and working with international distributors as strategic Contemporary Management Research 364
منابع مشابه
Determinants of Capital Integration among Strategic Alliance Members in the Retail Sector: Evidence from Central and Southeast European Countries
Survival of firms requires continuous search for new and a restructuring of the existing competitive advantages. These can come either from firms’ internal factors or from cooperation with the environment. Cooperation among firms commonly takes place through the formation of strategic alliances. However, such form of cooperation presents only one stage in the integration of business entities. I...
متن کاملGovernance structure choice in strategic alliances The roles of alliance objectives, alliance management experience, and international partners
Purpose – Strategic alliances have a variety of governance structures that can be broadly classified as joint ventures, minority equity alliances, and contractual alliances. This paper seeks to empirically examine the roles of four key determinants of governance structure choice, namely, joint R&D and joint marketing objectives, alliance management experience, and international partners. Design...
متن کاملInternational Strategic Alliances in the Iranian Home Appliance Industry: A Model of the Perceived Risks for Foreign Partners
Attracting foreign investment is one of the most important policies of the Iranian government for improving economic conditions. Nevertheless, despite the government and the Ministry of Industry's emphasis as well as the efforts of Iranian companies to attract foreign partners, this is less common in Iranian home appliance industry, which indicates the risks for foreign investors. Accordingly, ...
متن کاملSTP-M&A.1 Exploring the potential transition from strategic technology partnering to mergers and acquisitions
Exploring the potential transition from strategic technology partnering to mergers and acquisitions This paper studies a number of research topics derived from the basic question: do inter-firm partnerships with different intermediary modes of company organization change over time as one of the companies that were previously cooperating becomes integrated by its partner? As such this contributi...
متن کاملA Model for Strategic Alliance Functions for Small and Medium-Sized Enterprises
This research aims at identifying and presenting a model for strategic alliance functions for successful small and medium-sized enterprises. The functions of strategic alliance include strengthening competitive advantage, strengthening entrepreneurial and innovative capabilities, strengthening social capital, and internationalization of small and medium-sized enterprises. Research method was bo...
متن کامل