The antecedents and performance consequences of relationalism in export distribution channels

摘要

Since working with foreign-based intermediaries is difficult, manufacturers that export through nonintegrated channels often experience poor export performance. However, governance theory suggests that as these cross-border relationships shift away from arms-length trading arrangements and toward highly relational partnerships, performance can improve. In particular, the flexibility, solidarity, and information exchange that characterize close working relationships lead to the efficient coordination of channel tasks. In addition to evaluating the performance consequences of relationalism, this research also identifies the antecedent channel conditions that play a developmental role in these relational exchanges. A model of relationalism antecedents and consequences is tested on a sample of 290 manufacturers that export through foreign distributors. Support is found for the performance-enhancing qualities of relationalism and the impact of the export context on the development of relational exchange in exporting.