Abstract
This study examines the impact of cultural differences of exchange partners on the formation of international agency relationships. A model including dimensions of cultural differences is developed and propositions outlining their impact on the formation of trust and commitment are formulated.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Achrol, R., T. Reve and L. Stern. 1983. "The Environment of Marketing Channel Dyads: A Framework for Comparative Analysis", Journal of Marketing, 47, 55–67.
Anderson, E., J. and A. Narus. 1990. "A Model of Distributor Firm and Manufacturer Firm Working Partnerships", Journal of Marketing, 54, 42–58.
Anderson, E.,and B. Weitz. 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads", Marketing Science, 8, 310–323.
Aviv, S., G. Rose and F. Kropp. 1997. "Conflict in International Channels of Distribution", Journal of Global Marketing, 11 (2), 5–22.
Berry, L. 1995. "Relationship Marketing of Services", Journal of the Academy of Marketing Science, 23, 236–45.
Dwyer, R. , P. Schurr and S. Oh. 1987. "Developing Buyer-Seller Relationships", Journal of Marketing, 51, 11–27.
Erramilli, M. K. and C.P. Rao. 1993. "Service Firm’s International Entry-Mode Choice: A Modified Transaction Cost Analysis Approach", Journal of Marketing, 57, 19–38.
Ganesan, S. 1994. "Determinants of Long-Term Orientation in Buyer-Seller Relationship", Journal of Marketing, 58, 1–19.
Gilliland, D. I. and D. C. Bello. 1997. "The Effect of Output Controls, Process Controls and Flexibility on Export Channel Performance", Journal of Marketing, 61, 22–38.
Gundlach, G. T., R. S. Achrol and J. T. Mentzer. 1995. "The Structure of Commitment in Exchange", Journal of Marketing, 59, 78–92.
Gwinner, K. P., D. D. Gremler and M. Bitner. 1998. "Relational Benefits in Service Industries: The Customer’s Perspective", Journal of the Academy of Marketing Science, 26, 101–114.
Heide, J. and G. John. 1992. "Do Norms Matter in Marketing Relationships?" Journal of Marketing, 56, 32–44.
Heide, J. B. 1994. "Interorganizational Governance in Marketing Channels" Journal of Marketing, 58, 71–85.
Hoecklin, L. 1995. Managing Cultural Differences, Eds. Addison & Wesley, London.
Hofstede, G. 1980. Culture’s Consequences: International Differences in Work Related Values, Beverly Hills, CA, Sage.
Joshi, A. W., S. and J. Arnold. 1997. "The Impact of Buyer Dependence on Buyer Opportunism in Buyer-Supplier Relationships: The Moderating Role of Relational Norms", Psychology and Marketing, 14(8), 823–845.
Kalwani, M. U.,and N. Narayandas. 1995. "Long-Term Manufacturer-Supplier Relationships: Do They Pay Off for Supplier Firms?", Journal of Marketing, 59,1–16.
Kogut, B.,and H. Singh. 1988. "The Effect Of National Culture On The Choice Of Entry Mode", Journal of International Business Studies, 19 (3), 411.
Lee, D. and J. Jang. 1998. "The Role of Relational Exchange between Exporters and Importers: Evidence from Small and Medium Sized Australian Exporters", Journal of Small Business Management, 36 (4), 12–23.
Macniel, I. 1980, The New Social Contract, An Inquiry into Modern Contractual Relations, New Haven, CT, Yale University Press.
Money, B. R, M. C. Gilly and J. L. Graham. 1998. "Explorations of National Culture and Word of Mouth Referral Behavior in the Pur-chase of Industrial Services in the United States and Japan," Journal of Marketing, 62,76–87.
Moorman, C., G. Zaltman and R. Deshpande. 1992. "Relationships Between Providers and Users of Market Research: The Dynamics of Trust Within and Between Organizations", Journal of Marketing Research, 29, 314–328.
Morgan, R. M. and S. D. Hunt. 1994. "The Commitment-Trust Theory of Relationship Marketing", Journal of Marketing, 28, 20–38.
Nevin, J. R. 1995. "Relationship Marketing and Distribution Channels: Exploring Fundamental Issues", Journal of the Academy of Marketing Science, 23, 327–334.
Noordewier, T. G., G. John and J. R. Nevin. 1990. "Performance Outcomes of Purchasing Arrangements in industrial Buyer-Vendor Relationships", Journal of Marketing, 54, 80–93.
Nohria, N. and S. Ghoshal. 1994. "Differentiated Fit and Shared Values: Alternatives for Managing Headquarters-Subsidiary Relations", Strategic Management Journal, Vol. 15, 491.
Piercy, N. F., C. S. Katsikeas, D and W. Cravens. 1997. "Examining the Role of Buyer-Seller Relationships in Export Performance", Journal of World Business, 32, 73–86.
Sheth, A. and J. Parvatiyar. 1995. "Relationship Marketing in Consumer Markets: Antecedents & Consequences", Journal of the Academy of Marketing Science, 23, 255–271.
Tse, D., K. Lee, I. Vertinisky and D. A. Wehrung. 1988. "Does Culture Matter? A Cross-Cultural Study of Executives’ Choice, Decisiveness, and Risk Adjustment in International Marketing", Journal of Marketing, Vol. 52(4), 81–95.
Williamson, O. 1975 Markets & Hierarchies: Analysis and Antitrust Implications, New York: Free Press.
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Academy of Marketing Science
About this paper
Cite this paper
Bianchi, C., Cunningham, P., Taylor, S. (2015). The Effect Of Cultural Differences On The Development Of Trust And Commitment In International Agency Relationships: Some Propositions. In: Spotts, H., Meadow, H. (eds) Proceedings of the 2000 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-11885-7_19
Download citation
DOI: https://doi.org/10.1007/978-3-319-11885-7_19
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-11884-0
Online ISBN: 978-3-319-11885-7
eBook Packages: Business and EconomicsBusiness and Management (R0)