Drivers of superior importer performance in cross-cultural supplier-reseller relationships

Article Abstract:

This article examines the business methods of effective importers, focusing on their relationship with overseas supply sources. Topics addressed include cross-cultural exchange relationships, global distribution channels, and how interdependence, trust, relationalism, and transaction-specific investments can enhance these supplier-reseller relationships.

Partnerships, Statistical Data Included, Economic aspects, International aspects, Trading companies, Business-to-business market, Business to business market, Intercultural communication, Strategic planning (Business)

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International principal-agent relationships: control, governance and performance

Article Abstract:

Governance structure plays a significant role in evaluating the economic and behavioral performance in relationships between international agents and their principals. Social control also positively affects agent performance and flexibility in encouraging informal structures that manage organizational changes.

Management, Commercial agents

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Customer value in business markets: An agenda for inquiry

Article Abstract:

Analysis data of the industrial marketing and business markets is given in reference to customer value in business markets. This article examines value creation for the customer, value creation for the supplier, and joint buyer-seller value creation.

Analysis, Marketing, Markets (Economics)

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