Direct or indirect channel structures. Evaluating the impact of channel governance structure on export performance

Meena Rambocas, Raquel Meneses, Carlos Monteiro and Pedro Quelhas Brito

International Business Review, 2015, vol. 24, issue 1, 124-132

Abstract: The purpose of the study is to examine the impact of channel governance structure on export performance ex post. The study surveyed 105 foreign buyers of crane services from five countries and used MANOVA to test the effects of channel governance structure on export short term and long term performance outcomes. The study found that short term profitability was higher for indirect distribution channel arrangements while longer term outcomes of buyer economic satisfaction and loyalty were higher for direct. The results suggest that exporters are more likely to achieve immediate financial objectives with the support from indirect channels; however, long term objectives are more effectively achieved through direct channels.

Keywords: Distribution channel; Exporter profitability; Loyalty; Relationship; Satisfaction (search for similar items in EconPapers)
Date: 2015
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Citations: View citations in EconPapers (5)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:iburev:v:24:y:2015:i:1:p:124-132

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DOI: 10.1016/j.ibusrev.2014.07.002

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