...Daniel Schepis Purpose This paper aims to examine how innovation intermediary activities increase relational proximity between start-ups and foreign partners to support start-up internationalization. Design/methodology/approach The paper applies a case study methodology to examine...

... the principles of strategic and proactive contracting to the use of foreign intermediaries. We outline these principles along several contract dimensions: choice of intermediary, collaborative basis, commercial risk allocation, commitment and conflict resolution. For each of these dimensions, we aspire...

...Ivy S.N. Chen; Patrick K.O. Fung Purpose This study aims to identify the types of relationships that intermediaries form with their suppliers and customers in the apparel supply chain and their implications for performance. Design/methodology/approach Cluster analysis was conducted...

...Xueming Luo; Naveen Donthu Purpose The purpose of his paper is to define the role of cyber‐intermediaries based on several theories such as transaction cost analysis, agency, social exchange, and relationship marketing. Design/methodology/approach This is a conceptual piece that uses arguments...

...Angela Hausman; Tina Harrison; Kathryn Waite Purpose To provide an investigation of e‐commerce development via an examination of the forces shaping web site development among intermediaries in an extended supply chain. Design/methodology/approach A two‐stage research design combining...

... cultural heritages and remote geographic locations can create strong barriers to managing effective buyer‐seller relationships. Explores the uniqueness of international salesforce management. Discusses the advantages and disadvantages of employing international marketing intermediaries, as well as issues...