Structuring dyadic relationships between export producers and intermediaries

Asda Chintakananda; Anne S. York; Hugh M. O'Neill; Mike W. Peng

doi:10.1504/EJIM.2009.026994

Structuring dyadic relationships between export producers and intermediaries

Asda Chintakananda, Anne S. York, Hugh M. O'Neill, Mike W. Peng

Department of Marketing and Management

Research output: Contribution to journal › Article

6 Scopus citations

Abstract

How do export producers and intermediaries structure their dyadic relationships? This study examines the factors that guide the behaviour and relationships between export producer and intermediary dyads. We examine both sides of a dyadic transaction and develop an export producer-intermediary behaviour typology by using a grounded theory method through qualitative interviews. We propose three forms of export producer-intermediary dyads based on the degree of information sharing, intensity of price negotiation, level of transaction costs, and partner satisfaction and propensity to export directly. These three forms are as follows: (1) competitive, (2) cooperative and (3) mismatched relationships.

Original language	English
Pages (from-to)	302-327
Number of pages	26
Journal	European Journal of International Management
Volume	3
Issue number	3
DOIs	https://doi.org/10.1504/EJIM.2009.026994
Publication status	Published - Jul 2009

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All Science Journal Classification (ASJC) codes

Business and International Management
Organizational Behavior and Human Resource Management
Education

Cite this

Chintakananda, A., York, A. S., O'Neill, H. M., & Peng, M. W. (2009). Structuring dyadic relationships between export producers and intermediaries. European Journal of International Management, 3(3), 302-327. https://doi.org/10.1504/EJIM.2009.026994

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10.1504/EJIM.2009.026994