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 | |
| State | 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
Structuring dyadic relationships between export producers and intermediaries. / Chintakananda, Asda; York, Anne S.; O'Neill, Hugh M.; Peng, Mike W.
In: European Journal of International Management, Vol. 3, No. 3, 07.2009, p. 302-327.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - Structuring dyadic relationships between export producers and intermediaries
AU - Chintakananda, Asda
AU - York, Anne S.
AU - O'Neill, Hugh M.
AU - Peng, Mike W.
PY - 2009/7
Y1 - 2009/7
N2 - 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.
AB - 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.
UR - http://www.scopus.com/inward/record.url?scp=67651244667&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=67651244667&partnerID=8YFLogxK
U2 - 10.1504/EJIM.2009.026994
DO - 10.1504/EJIM.2009.026994
M3 - Article
VL - 3
SP - 302
EP - 327
JO - European Journal of International Management
JF - European Journal of International Management
SN - 1751-6757
IS - 3
ER -