Relationship between exporters and their foreign sales and marketing intermediaries

Cover; copyright; Contents; front matter; List of Contributors; List of Reviewers; Preface; Introduction; body; Factors Affecting SME Export Channel Choice in Foreign Markets; Beyond Transaction Cost Determinants: An Integrated Framework for Export Intermediary Selection in Emerging Economies; Legal Versus Relational Ordering in Channel Governance: The Case of the Manufacturer and Its Foreign Distributor; Relational Drivers, Controls and Relationship Quality in Exporter-Foreign Middleman Relations; Delivering Value: Market Orientation and Distributor Selection in Export Markets ; The Effect of Information Collection Behaviour on Market Performance: The Role of Partner RelationshipsUtilizing Relational Governance in Export Relationships: Leveraging Learning and Improving Flexibility and Satisfaction; Managing Channel Relations in China: An Exploratory Study; Buyer Tolerance of Conflict in Cross-National Business Relationships: an Empirical Study; Identifying Differences in Foreign Customers' Relational Behavior: An Exploratory Study using Multidimensional Scaling ; An Exploratory Examination of the Factors Influencing Distributor Self-Perceived Power in Channel Relationships: A Seven-Country StudyTiming and Sequencing of Strategic Actions in Internationalization Processes Involving Intermediaries: A Network Perspective; The Termination Dilemma of Foreign Intermediaries: Performance, Anti-Shirking Measures and Hold-Up Safeguards; Exporter Governance of Integrated and Independent Marketing Channel Members in International Markets: Moderating Effects of Stage of Relationships and Operation Mode