Joint effects of factors affecting exchanges between exporters and their foreign intermediaries: an exploratory study Available to Purchase

How do exporting manufacturers exchange with their foreign intermediaries? This inductive study of 18 British manufacturers in China led to propositions exploring that question. The study suggests that the choice of exchange modes be determined by different factors in combination, including demand uncertainties, intermediaries’ capabilities, market‐specific knowledge, mutual trust, specialization, and competition intensity. It is the contingencies between these factors that determine the exchange modes.