Middlemen in international markets are one of the most critical
components of firms' international marketing strategy. They
constitute the main link between the exporter and the local market,
and are thereby the "extended arm" of the exporter organisation.
This volume of AIM analyses different aspects of relations between
exporters and their middlemen: selection and governance,
information exchange and learning, cultural aspects and finally the
dynamics of such relations. The volume should be seen as a
continuation of a stream of literature that has emerged over the
last five to ten years.
This volume is more concerned with the phenomena under study
than with casting light on one particular theoretical perspective.
The contributions represented here are therefore drawing on a
number of different theoretical streams: agency theory, transaction
cost economics, network theory, economic sociology, resource base
theory and its applied "offspring," Internationalisation Process
school of thought. It features researchers from universities in
nine different countries, representing both well-established and
young academicians. This is a manifest indication of the importance
of this field of research.
The book is an invaluable asset to students both at the graduate
and doctoral levels, and should be a must for researchers in this
particular field. Also practitioners will find this book
stimulating in their quest for improvements to their relations with
their foreign middlemen.
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