International Standardization of Channel Management and Its Behavioral and Performance Outcomes

Aviv Shoham · Maja Makovec Brenčić · Vesna Virant · Ayalla A. Ruvio

64 citations0/0 files storedJournal of International Marketing

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International Business and FDI Quality and Supply Management Franchising Strategies and Performance

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.

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References

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