Contractual Arrangement and Marketing Practices in the Indirect Export Channel

Daniel C Bello and Nicholas C Williamson
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Daniel C Bello: Georgia State University
Nicholas C Williamson: University of North Carolina

Journal of International Business Studies, 1985, vol. 16, issue 2, 65-82

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.© 1985 JIBS. Journal of International Business Studies (1985) 16, 65–82

Date: 1985
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