TY - JOUR
T1 - Strategic alliances in international distribution channels
AU - Mehta, Rajiv
AU - Polsa, Pia
AU - Mazur, Jolanta
AU - Xiucheng, Fan
AU - Dubinsky, Alan J.
N1 - Funding Information:
We are grateful to the National Science Foundation of China (Grant No. 70532006 and 70572083), which, in part, supported this study.
PY - 2006/10
Y1 - 2006/10
N2 - 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.
AB - 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.
KW - Closeness
KW - Cooperation
KW - International distribution channels
KW - Learning orientation
KW - Manufacturer-supplier interface
KW - Performance
KW - Satisfaction
KW - Strategic alliances
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U2 - 10.1016/j.jbusres.2006.07.003
DO - 10.1016/j.jbusres.2006.07.003
M3 - Article
AN - SCOPUS:33751095615
SN - 0148-2963
VL - 59
SP - 1094
EP - 1104
JO - Journal of Business Research
JF - Journal of Business Research
IS - 10-11
ER -