Previous conceptualizations of attitudinal commitment are extended by considering two very different components of a manufacturer’s attachment to an independent channel intermediary. Relying on commitment theory, a model is developed that describes how attitudinal commitment may reside in either the instrumental or the social strain of a manufacturer’s relationship with its distributor. For each strain, the developmental role played by key facets of the channel setting—relative dependence, pledges, and trust—are shown. Furthermore, the nature of the attachment bond is posited to motivate very different governance mechanisms as the distribution agreement is enforced by either social or contractual means. Empirical support for the model demonstrates that an expanded view of attitudinal commitment is important in understanding the complex nature of attachment in channel relationships.

Trust is a central construct in relationship marketing. Yet the literature provides mixed empirical evidence on the trust–performance linkage. Also, there is limited research on how to build trusting international buyer–seller relations. We develop a comprehensive model integrating performance-enhancing mechanisms and antecedent processes of trust in import–export relationships. Our survey results from importers trading with overseas manufacturers suggest that existing levels of trust have a positive effect on relationship performance outcomes achieved 1 year later. Importantly, trust takes on greater importance in enhancing performance under conditions of high interdependence, whereas in circumstances of low interdependence trust has no discernible effect. The findings also indicate that interfirm psychic distance, internal uncertainty, and exporter transaction-specific assets and opportunism are related to importer trust. Implications for academics and practitioners are addressed. Journal of International Business Studies (2009) 40, 132–155. doi:10.1057/palgrave.jibs.8400401

The authors examine international distribution channels in terms of the coordination processes that govern the relationship between export manufacturers and their foreign-based distributors. Although this relationship is mediated by market prices, manufacturers can enhance performance by relying on certain nonmarket forms of governance—control and flexibility—to manage their overseas channel better. The authors develop a model that examines both the contextual antecedents and the performance consequences of these nonmarket governance forms. One form of controls—output control—along with flexibility, is shown to enhance export channel performance, but another control form—process control—has no performance effect.

Trust between partners has become a key construct in interfirm relationship management. However, elucidating the precise nature of the trust-performance link in international strategic alliances remains an important theoretical and empirical challenge for management scholars. Discordant findings evident in existing alliance research raise concerns that interpartner trust does not always enhance venture performance. To investigate this issue, we build and test a theoretical framework that integrates different perspectives of alliance functioning by focusing on the social and bureaucratic forces critical to cooperative processes. The model (1) identifies organizational complexity mechanisms underlying the development of trust in international strategic alliances, (2) points to alliance size as an important factor that conditions the trust-performance relationship, (3) incorporates a new, third-order conceptualization of interpartner trust in alliances, and (4) suggests a theory-based multidimensional assessment of alliance performance. Based on data collected through personal interviews in 177 international strategic alliances, the results suggest that, while interpartner trust is positively associated with alliance performance, this relationship becomes stronger when alliance size declines. We find that both distributive fairness and partner similarity are central to the achievement of a trusting alliance partnership. Managerial insights into developing successful trust-based international alliance exchanges are offered, and fruitful avenues of research are discussed.

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The JIBS Statement of Editorial Policy states that ''Empirical submissions utilizing undergraduate student samples are usually discouraged.'' Wording is important here -''usually'' does not imply ''always.'' This statement suggests that while student samples are appropriate, in principle, undergraduate ones are not, except in unusual situations. The purpose of this From the Editors column is to discuss the pros and cons of student samples in international business (IB) research. Are student samples appropriate for developing and testing IB theories? When are student samples appropriate, and when are they not appropriate? Is there a difference between undergraduate and graduate samples? What are the ''best practices''? This editorial is intended to provide IB researchers with guidelines as to when student samples, and which types of student samples, are appropriate in IB research.

Despite an extensive literature on novelty-seeking and the intuitive appeal of vacation behavior as a setting for its observation, the significance of a pleasure trip that is familiar or "commonplace" as opposed to one that is "novel" has not been investigated. The purpose of this study is to describe novel versus commonplace trips and to explore behavioral and demographic differences between travelers who experience different levels of novelty.Pleasure trips are taken in anticipation of a set of benefits that apparently vary among individuals. For example, some travelers select trips that involve only minor behavioral changes from their daily routine; others opt for more radical activities such as above normal expenditures, exposure to unfamiliar environments and new social contacts. Although some of this variation is certainly due to individual differences, the variability among the activities people describe as pleasure trips suggests that other factors may be operating. The novelty drive may provide a potentially useful explanation.Despite an extensive literature on novelty-seeking and the intuitive appeal of vacation behavior as a setting for its observation, the significance of a pleasure trip that is familiar or &dquo;commonplace&dquo; as opposed to one that is &dquo;novel&dquo; has not been investigated. Novel travel is defined as a trip characterized by new, unfamiliar experiences that differ from prior life experiences (Faison 1977). Commonplace travel is characterized by familiar experiences. As will be shown, novel and commonplace travel are related to other touristic dimensions and the nature of an individuals home and work environment.The purpose of the present study is to describe novel versus commonplace trips and to explore behavioral and demographic differences between travelers who experience different levels of novelty. To accomplish this, the travel motivation literature is first briefly reviewed and the relationship of novelty to other travel motives is identified. Next, the theoretical basis underlying the novelty motive is presented. Finally, hypothesized differences in the travel behavior of novel and commonplace travelers are presented and tested. The results provide insights into travel behavior of