Abstract
The association between contractual arrangement and the marketing practices of export intermediaries and domestic supplies is examined. Based on data collected from a national sample of export management companies, the effect of structuring the export arrangement as a contractual, administrative, or conventional channel is analyzed. Prior research suggests that contractual form establishes the framework within which all the economic and sociopolitical interactions between the supplier and export middleman take place. Hypothesized relationship between export practices and channel structure are empirically tested, and the central role of structure in the operation of export channels is largely confirmed.
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*Daniel C. Bello is Associate Professor of Marketing at Georgia State University, He received his Ph.D. degree in Business Administration from Michigan State University. Dr. Bello's research and publications concentrate on the economic and behavioral analysis of distribution systems.
**Nicholas C. Williamson is Assistant Professor of Business Administration at the University of North Carolina, Greensboro. He received a Ph.D. degree in Business Administration from the University of North Carolina. Dr. Williamson's research and publications investigate the issues involved in international marketing.
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Bello, D., Williamson, N. Contractual Arrangement and Marketing Practices in the Indirect Export Channel. J Int Bus Stud 16, 65–82 (1985). https://doi.org/10.1057/palgrave.jibs.8490451
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DOI: https://doi.org/10.1057/palgrave.jibs.8490451