The Effect of Information Collection Behaviour on Market Performance: The Role of Partner Relationships

Gripsrud, Geir; Solberg, Carl Arthur; Ulvnes, Arne M.

doi:10.1016/s1474-7979(05)16006-2

Cited by 8 publications

(11 citation statements)

References 31 publications

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“…Length of relationship leads to improved export performance (Gripsrud, Solberg, & Ulvnes, 2006). Over time, the exporter and the importer get to know each other, and performance is enhanced due to the learning effect 1 The arguments supporting the relationship between customer orientation and communication and behavioral commitment and the three performance measures are the same as those presented in the sections 2.2.1 and 2.1.2, respectively.…”

Section: Control Variablesmentioning

confidence: 90%

Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication

Alteren

Tudoran

2016

International Business Review

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Section: Control Variablesmentioning

confidence: 90%

Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication

Alteren

Tudoran

2016

International Business Review

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“…For SMEs, distribution support is also very important as it plays a crucial role in identifying global market opportunities and extending connections with foreign customers. For SMEs it is also relevant that the information acquired from distributors tends to be cheaper and easier to obtain than, for instance, using a marketing research agency (Gripsrud et al, 2006). Indeed, the information that can be obtained through a collaborative and close relationship between exporters and channel partners may be considered more reliable (Gripsrud et al, 2006).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

“…For SMEs it is also relevant that the information acquired from distributors tends to be cheaper and easier to obtain than, for instance, using a marketing research agency (Gripsrud et al, 2006). Indeed, the information that can be obtained through a collaborative and close relationship between exporters and channel partners may be considered more reliable (Gripsrud et al, 2006). In addition, trust-based personal connections and referral can also facilitate the key capabilities of these firms in terms of the speed and flexibility of response to global markets (Oviatt and McDougall, 2005).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

The influence of distributor support and price adaptation on the export performance of small and medium-sized enterprises

Sousa

Novello²

2012

International Small Business Journal: Researching Entrepreneurs

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Use policyThe full-text may be used and/or reproduced, and given to third parties in any format or medium, without prior permission or charge, for personal research or study, educational, or not-for-prot purposes provided that:• a full bibliographic reference is made to the original source • a link is made to the metadata record in DRO • the full-text is not changed in any way The full-text must not be sold in any format or medium without the formal permission of the copyright holders.Please consult the full DRO policy for further details. Abstract:Although a number of studies have examined the antecedents of export performance, little empirical attention has been given to the influence of distribution support and price adaptation on export performance in comparison with other determinants. To address this gap in literature, this study develops a new model, which integrates these two constructs as key variables affecting export performance. A sample of senior managers of export firms in Italy is used to test the hypotheses. The results suggest that support given to the distributor has a strong and positive impact on the firms' export performance. In addition, the findings indicate that distribution support plays a mediating role in our model. Contrary to expectations, the results show that price adaptation has no significant impact on export performance. Although in the literature price adaptation and export performance is assumed to have a linear relationship, further analysis shows a non-linear (U-shaped) relationship between price adaptation and export performance. The implications of these findings along with the limitations of the study are discussed.

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“…However, this definition does not distinguish between information given and information received. This may be an important distinction in international marketing because the foreign intermediary is often an important information source regarding general host-country business factors beyond the dyad factors (Benito et al, 1993;Gripsrud et al, 2006). The more general definition of communication in The Concise Oxford Dictionary (1964) as "the way in which information is given (act of imparting esp.…”

Section: Methodsmentioning

confidence: 99%

“…The role of communication in a relationship with a foreign intermediary is somewhat extended compared to a domestic intermediary since the foreign intermediary is generally a more important information source regarding local domestic business factors (Benito et al, 1993;Gripsrud et al, 2006). Poor communication is an obstacle to obtaining such information.…”

Section: Communicationmentioning

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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The Effect of Information Collection Behaviour on Market Performance: The Role of Partner Relationships

Cited by 8 publications

References 31 publications

Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication

Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication

The influence of distributor support and price adaptation on the export performance of small and medium-sized enterprises

Antecedents and consequences of replacing international independent intermediaries

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