Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market?

Posted On September 27, 2015
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by Zhang, C., S. Tamer Cavusgil, A. S. Roath Journal of International Business Studies 34, no. 6 (2003): 550-566

Abstract Research on international marketing channels accentuates the importance of relational norms and trust-building activities between buyers and sellers. Indeed, cultural and country differences may limit the use and effectiveness of traditional tools (such as market… more »

Strategic Orientations in Export Pricing: A Clustering Approach to Create Firm Taxonomies

Posted On September 27, 2015
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by Cavusgil, S. Tamer, Kwong Chan, Chun Zhang Journal of International Marketing 11, no. 1, (2003): 47-72

Abstract Changes in the global economy have made pricing strategy increasingly important for exporting manufacturers. However, relatively little empirical work exists on export pricing strategies to guide marketing managers. The authors use a firm’s strategic orientations in export… more »