Manufacturers' understanding of their overseas distributors: the relevance of export involvement
In drawing attention to certain important gaps in the international business literature, the focus of this study is an examination of international supplier selection criteria from the perspective of both importing and exporting firms. Based upon a dual-country research design, an attempt is made specifically to investigate the presence of potentially significant differences in such criteria between Bahraini importing distributors and two groups of UK exporting manufacturers differentiated by their degree of export involvement. The findings suggest that high-involvement exporters exhibit a greater appreciation of factors affecting the import decision pertaining to overseas supplier selection, as contrasted with low-involvement exporters. The implications of the study for both export business practitioners and government policy makers are highlighted, and avenues for future research identified.
Year of publication: |
1997
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Authors: | Katsikeas, Constantine S. ; Al-Khalifa, Ali ; Crick, Dave |
Published in: |
International Business Review. - Elsevier, ISSN 0969-5931. - Vol. 6.1997, 2, p. 147-163
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Publisher: |
Elsevier |
Keywords: | International Business Importing Foreign Supplier Selection Bahrain UK |
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