Many manufacturers use informal approaches to engage new international industrial distributors, relying on phone contacts, correspondence and bank referencing to gather background information. Reports on a study to determine the desirability of top managers taking time to visit new international...

To cope with the rising pressure for global competitiveness, exporters are increasingly cooperating with their suppliers and customers. This research empirically examines the factors which encourage exporters to cooperate with their major trading partners in international value chains. The...