... on building relationship learning and adopting advanced IT to support joint learning activities in international channel relationships in order to improve relationship outcomes. Originality/value The paper develops hypotheses and tests a conceptual model which explains the contribution of applied...

... Limited 2008 Marketing Economic performance Exports Channel relationships This study addresses these issues by drawing on the relational paradigm in export marketing (Ambler and Styles, 2000 ; Leonidou, 2003) and the marketing channels literature (Cannon and Perreault, 1999 ; Dwyer...

... Communication technologies International business Channel relationships Organizational performance Globalization forces are changing the way we do business. Companies increasingly focus on their core capabilities and the trend toward outsourcing has grown (Doh, 2005 ; Espino‐Rodriguez and Padron...

... research. Cyprus was selected as the focus country for the present investigation. Apart from being the base of the principal investigator’s institution, the island provides a good setting for this type of research on four major grounds: © MCB UP Limited 1998 Channel relationships Cyprus...

.... © Company 1998 Accounts management Channel relationships International marketing Key accounts Marketing strategy Relationship marketing There are three major marketing problems facing most international firms today: the difficulty, arising from product range diversity...

... to conflict. This suggests that manufacturers cannot indiscriminately apply conflict management strategies that they commonly employ in domestic settings to minimize or resolve conflict in their international operations. © MCB UP Limited 1998 Channel management Channel relationships Conflict...