Drivers and outcomes of importer adaptation in international buyer–seller relationships

Leonidou, Leonidas C.; Palihawadana, Dayananda; Chari, Simos; Leonidou, Constantinos N.

doi:10.1016/j.jwb.2010.10.013

Cited by 71 publications

(74 citation statements)

References 140 publications

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“…Assim, assume papel relevante para o sucesso e para a sobrevivência da empresa no mercado sua capacidade de responder às forças ambientais, naquilo que se chama de processo de adaptação, em particular de acordo com as necessidades dos clientes mais importantes (LEONIDOU et al, 2011;BAPTISTA, 2013 …”

Section: Marketing De Relacionamentounclassified

Relacionamento Médicos-Indústria Farmacêutica: De Onde Vem Seu Valor?

Neto¹,

Troccoli²,

Vieira³

2017

R. eletr. estrat. neg.

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Esse artigo quantitativo identifica critérios globais que médicos, enquanto clientes da indústria farmacêutica, percebem como capazes de criar valor de relacionamento com esta última, à luz das várias estratégias de fidelização utilizadas por ela. O uso da Modelagem de Equações Estruturais com base em Mínimos Quadrados Parciais indicou que as variáveis latentes benefícios pessoais e benefícios estratégicos foram os elementos de maior impacto nesse valor. A variável latente benefícios do produto mostrou o menor coeficiente de impacto positivo, enquanto a variável latente sacrifícios do relacionamento mostrou impacto negativo sobre o valor do relacionamento.

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Section: Marketing De Relacionamentounclassified

Relacionamento Médicos-Indústria Farmacêutica: De Onde Vem Seu Valor?

Neto¹,

Troccoli²,

Vieira³

2017

R. eletr. estrat. neg.

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“…However, no studies include behavioral constructs such as trust, commitment, and communication. Research in interorganizational relations in general (e.g., Morgan and Hunt, 1994) and international interorganizational relations (e.g., Leonidou et al, 2011;Nes et al, 2007) has shown these constructs may be instrumental in buyer-seller relationships, and they thus may contribute to our insight into antecedents and consequences of replacements of exporter-intermediary relationships.…”

Section: Review Of the Intermediary Replacement Literaturementioning

confidence: 99%

“…Trust between partners is a key dimension in any business venture, and much research in the general marketing literature (e.g., Moorman et al, 1992;Morgan and Hunt, 1994;Uzzi, 1997) and in the international marketing literature (e.g., Nes et al, 2007;Johanson and Vahlne, 2009;Leonidou et al, 2011) have studied the creation of trust in the relationships between exchange partners. Indeed, Samie and Walters (2003) found trust is the most common construct investigated in international relationship studies.…”

Section: Trustmentioning

confidence: 99%

Antecedents and consequences of replacing international independent intermediaries

Nes

2014

European Business Review

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Purpose – What characterizes the relationships with intermediaries that are soon to be replaced, and are the replacements successful? The paper aims to discuss these issues. Design/methodology/approach – The study applies a longitudinal design. The paper conducted a survey among a sample of exporters concerning their relationships with independent intermediaries in terms of trust, commitment, communication, control and two performance variables; financial performance and strategic goal achievement. Five years thereafter the author contacted the same companies again and questioned which independent intermediaries had been replaced in the period. The author then compared the replaced intermediaries with the extended intermediaries before they were replaced and analysed changes in the evaluations of the relationships and of the performance after the replacement. Findings – The relationships with terminated intermediaries that were replaced by sales subsidiary or home-based direct sales were characterized having higher trust, communication and control than extended relationships before replacement. While it may be surprising that these quite successful relationships were terminated, this is in line with internationalization process theories. The replacements, both intermediaries that were replaced by other intermediaries and by sales subsidiary/home-based direct sales, were highly successful in terms of improvement in performance and behavioural relationship variables. Research limitations/implications – The empirical findings are limited by the sample and by data collection from the principal only in the dyadic relations. Practical implications – International independent intermediaries should analyse the likelihood of being replaced by the principal because the relationship or the performance is unsatisfactory, but also because of satisfactory evaluations. Terminations of satisfactory relationships tend to be accompanied by change in operation mode to internal organization. The independent intermediary should in such cases build a defence structure against unwanted termination and/or prepare for buyout. The success of the replacements suggests that international marketers benefit from being proactive in replacing intermediaries with new intermediaries or with a hierarchal entry mode. Originality/value – This is the first study that applies most of these variables from interorganizational relations theory in the study of international independent intermediary replacements. It is also the first to give insight into the consequences of intermediary terminations.

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“…A key reason why PD continues to capture scholars' attention is because empirical studies on the topic have produced contradictory evidence. In the area of exporter-importer relationships-the focus of our study-research has mainly highlighted detrimental effects of PD (Leonidou et al 2014;Skarmeas et al 2008). …”

mentioning

confidence: 99%

“…For instance, studies have invalidated negative effects of PD on relationalism (Bello, Chelariu, and Zhang 2003) and trust (Leonidou, Barnes, and Talias 2006).…”

mentioning

confidence: 99%

Psychic Distance and Country Image in Exporter–Importer Relationships

Durand

Turkina

Robson

2016

Journal of International Marketing

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Conflicting evidence on the issue of psychic distance (PD) in international business relationships has suggested the existence of misunderstood boundary conditions to its effect. This article argues that country image (CI) is a contingent factor to the effect of PD. Expectancy-value theory provides the theoretical foundations, and structural equation modeling analyses for a sample of 358 exporter-importer relationships in the global wine industry provide empirical support for this argument. Product-related CI mitigates the negative impact of PD on the relational exchange orientation (REO) between firms. Specifically, a high level of PD dampens REO when product-related CI is poor, whereas a strong product-related CI helps firms facing such PD conditions to build REO. People-related CI has an indirect effect on REO through product-related CI. This study helps explain the "paradox of distance" and offers a fresh perspective on how to handle the issue of PD when relevant.

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Drivers and outcomes of importer adaptation in international buyer–seller relationships

Cited by 71 publications

References 140 publications

Relacionamento Médicos-Indústria Farmacêutica: De Onde Vem Seu Valor?

Relacionamento Médicos-Indústria Farmacêutica: De Onde Vem Seu Valor?

Antecedents and consequences of replacing international independent intermediaries

Psychic Distance and Country Image in Exporter–Importer Relationships

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