Strategic alliances in international distribution channels

Rajiv Mehta, Pia Polsa, Jolanta Mazur, Fan Xiucheng, Alan J. Dubinsky

Research output: Contribution to journalArticlepeer-review

30 Scopus citations

Abstract

Given the differing dynamics of managing a distribution channel system, can the extant research on international strategic alliances, which largely focuses on the manufacturer-supplier interface, be extended to the manufacturer-distribution channels context? Owing to the paucity of research on strategic alliances in international distribution channels, this investigation seeks to verify empirically the effects of learning orientation, relationship longevity, and relationship closeness as determinants of cooperation, which, in turn, is an antecedent of performance, and relationship satisfaction. The research hypotheses were tested empirically on data drawn from a sample of manufacturing firms located in the United States (U.S.), Finland, the People's Republic of China (P.R.C.), and Poland. Although some similarities for fostering cooperation in international distribution alliances were detected on a cross-national basis, disparate emphases on alliance management practices were observed as well.

Original languageEnglish (US)
Pages (from-to)1094-1104
Number of pages11
JournalJournal of Business Research
Volume59
Issue number10-11
DOIs
StatePublished - Oct 2006

All Science Journal Classification (ASJC) codes

  • Marketing

Keywords

  • Closeness
  • Cooperation
  • International distribution channels
  • Learning orientation
  • Manufacturer-supplier interface
  • Performance
  • Satisfaction
  • Strategic alliances

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