Performance implications of distributor effectiveness, trust, and culture in import channels of distribution

• Published in: Industrial marketing management Vol. 37; no. 1; pp. 46 - 58
• Main Authors: Nevins, Jennifer L., Money, R. Bruce
• Format: Journal Article
• Language: English
• Published: New York Elsevier Inc 2008; Elsevier Sequoia S.A
• Subjects: Business networks; Business studies; Corporate culture; Cultural differences; Culture; Distribution channels; Distributors; Importers; Importing; Interindustry economics; International markets; Legal aspects; Legal contracts; Studies; Supply chain management; Trust; Value added; Importing; Legal contracts; Distribution channels; Trust; Culture

Recent research has highlighted the need to examine international channels of distribution from the viewpoint of the industrial distributor, with a focus on how distributors may add value to their channel relationships. The present research responds to such calls and focuses on the value added in te...