International standardization of channel management and its behavioral and performance outcomes

Aviv Shoham; Maja Makovec Brencic; Vesna Virant; Ayalla Ruvio

doi:10.1509/jimk.16.2.120

International standardization of channel management and its behavioral and performance outcomes

Aviv Shoham, Maja Makovec Brencic, Vesna Virant, Ayalla Ruvio

School Of Business Administration

Research output: Contribution to journal › Article › peer-review

Abstract

Most research on standardization examines it in the context of the marketing mix. In contrast, research on standardization of management processes/characteristics is rare. The authors examine standardization of such processes/characteristics in international management of channels of distribution and its performance consequences. They include characteristics of firms' relationships with their foreign representatives (coordination, support, autonomy, communications, and control) and their impact on behavioral and performance outcomes. Data generated from a survey in Slovenia mostly support the research hypotheses.

Original language	English
Pages (from-to)	120-151
Number of pages	32
Journal	Journal of International Marketing
Volume	16
Issue number	2
DOIs	https://doi.org/10.1509/jimk.16.2.120
State	Published - 2008

Keywords

Adaptation
Channel management
International performance
Standardization

ASJC Scopus subject areas

Business and International Management
Marketing

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10.1509/jimk.16.2.120

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International standardization of channel management and its behavioral and performance outcomes

Abstract

Keywords

ASJC Scopus subject areas

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