Sources of power in international marketing channels

Article Abstract:

An overseas distributor's use of reward is positively connected with its informational, legitimate, referent and expert power sources, as is seen by export manufacturers, according to an empirical study of the sources of power in international buyer-seller relationships. Particular attention was given to the nature of and interrelations among a member's sources of power in manufacturer-overseas distributor relationships. It appears that the exercise of coercion by the overseas distributor has a negative impact on the exporter's perception that the importer has special information of particular significance to the exporting firm.

Business-to-business market, Business to business market

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Factors influencing international retailers' market entry mode strategy: qualitative evidence from the UK fashion sector

Article Abstract:

It is important to try to identify the key issues affecting fashion retailers' choice of entry mode when moving into an overseas market. Research in this area has involved a study of seven of the leading UK-based international retail concerns in the fashion sector. For all the companies studied, the grounding in entry mode choice brings together opportunism and proactive or strategic approaches to internationalization. The presence of a very strong retail brand was found to be the key factor contributing to the success of franchising by these companies.

Clothing industry

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Marketing orientation and organizational learning capabilities

Article Abstract:

Business organizations have long known that their traditional market places are changing because of environmental issues. The academic community has placed much importance on organizational behaviour, strategy and administrative science, but has paid little attention to the theme of organisation learning in marketing contexts. A new study investigates organizational learning in firms with high and low market orientation. Details of the study are presented.

Marketing management, Organizational research, Strategic planning (Business)

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