Get 20M+ Full-Text Papers For Less Than $1.50/day. Start a 14-Day Trial for You or Your Team.

Learn More →

Intermediary resources and export venture performance under different export channel structures

Intermediary resources and export venture performance under different export channel structures The literature on export channels suggests that intermediary resources, namely intermediary competence and availability, are critical for export success. However, little is known about how the beneficial effects of intermediary resources differ amongst integrated, independent and dual channel structures. One difference between these channel structures is the degree of reliance on independent intermediaries. This study aims to investigate (1) the impact of intermediary resources on export venture success, that is, export sales performance and channel maintenance costs and (2) the moderating role of the degree of reliance on independent intermediaries.Design/methodology/approachEmpirical testing was conducted using survey data collected from 204 Japanese industrial exporting ventures. To test the proposed hypotheses, this study estimated a structural equation model with the maximum likelihood estimation procedure.FindingsEvidence shows that two aspects of intermediary resources have different beneficial effects on export venture success. Specifically, intermediary availability leads to export venture success by decreasing channel maintenance costs, whereas intermediary competence is not always beneficial for it. Furthermore, this study finds that reliance on independent intermediaries positively moderates the impacts of intermediary competence and availability.Originality/valuePrevious studies emphasise the importance of intermediary resources and export channel structures. However, the question of whether export channel structures determine the performance benefits of intermediary resources is unanswered. By addressing this question, this study provides helpful insight into how exporting managers can implement channel strategy and access intermediary resources to achieve export success. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Marketing Review Emerald Publishing

Intermediary resources and export venture performance under different export channel structures

Ishii, Ryuta
International Marketing Review , Volume 38 (3): 21 – May 20, 2021
Download PDF
21 pages

Loading next page...
 
/lp/emerald-publishing/intermediary-resources-and-export-venture-performance-under-different-rHgTLTaV9A
Publisher
Emerald Publishing
Copyright
© Emerald Publishing Limited
ISSN
0265-1335
DOI
10.1108/imr-07-2019-0187
Publisher site
See Article on Publisher Site

Abstract

The literature on export channels suggests that intermediary resources, namely intermediary competence and availability, are critical for export success. However, little is known about how the beneficial effects of intermediary resources differ amongst integrated, independent and dual channel structures. One difference between these channel structures is the degree of reliance on independent intermediaries. This study aims to investigate (1) the impact of intermediary resources on export venture success, that is, export sales performance and channel maintenance costs and (2) the moderating role of the degree of reliance on independent intermediaries.Design/methodology/approachEmpirical testing was conducted using survey data collected from 204 Japanese industrial exporting ventures. To test the proposed hypotheses, this study estimated a structural equation model with the maximum likelihood estimation procedure.FindingsEvidence shows that two aspects of intermediary resources have different beneficial effects on export venture success. Specifically, intermediary availability leads to export venture success by decreasing channel maintenance costs, whereas intermediary competence is not always beneficial for it. Furthermore, this study finds that reliance on independent intermediaries positively moderates the impacts of intermediary competence and availability.Originality/valuePrevious studies emphasise the importance of intermediary resources and export channel structures. However, the question of whether export channel structures determine the performance benefits of intermediary resources is unanswered. By addressing this question, this study provides helpful insight into how exporting managers can implement channel strategy and access intermediary resources to achieve export success.

Journal

International Marketing Review – Emerald Publishing

Published: May 20, 2021

Keywords: Intermediary resources; Intermediary competence; Intermediary availability; Export channels; Multichannel; Export venture performance

References

  • International market entry and expansion via independent or integrated channels of distribution
    Anderson, E.; Coughlan, A.T.
  • Assessing the drivers and impact of international marketing agility
    Asseraf, Y.; Lages, L.F.; Shoham, A.
  • Antecedents and performance implications of channel integration in foreign markets
    Aulakh, P.S.; Kotabe, M.
  • Factors affecting export intermediaries' service offerings: the British example
    Balabanis, G.I.
  • How a firm's capabilities affect boundary decisions
    Barney, J.B.
  • Entrepreneurial orientation, market orientation, network ties, and performance: study of entrepreneurial firms in a developing economy
    Boso, N.; Story, V.M.; Cadogan, J.W.
  • Distribution channel choice of new entrepreneurial ventures
    Brettel, M.; Engelen, A.; Muller, T.; Schilke, O.
  • A measure of export market orientation: scale development and cross-cultural validation
    Cadogan, J.W.; Diamantopoulos, A.; de Mortanges, C.P.
  • Export market-oriented activities: their antecedents and performance consequences
    Cadogan, J.W.; Diamantopoulos, A.; Siguaw, J.A.
  • Strategic flexibilities and export performance: the moderating roles of export market-oriented behavior and the export environment
    Cadogan, J.W.; Sundqvist, S.; Puumalainen, K.; Salminen, R.T.
  • Export strategic orientation-performance relationship: examination of its enabling and disenabling boundary conditions
    Cadogan, J.W.; Boso, N.; Story, V.M.; Adeola, O.
  • Selecting foreign distributors: an expert systems approach
    Cavusgil, S.T.; Yeoh, P.L.; Mitri, M.
  • The relational view: cooperative strategy and sources of interorganizational competitive advantage
    Dyer, J.H.; Singh, H.
  • International market entry mode strategies of manufacturing firms and service firms
    Ekeledo, I.; Sivakumar, K.
  • Multiple channel complexity: conceptualization and measurement
    Eyuboglu, N.; Kabadayi, S.; Buja, A.
  • Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country
    Frazier, G.L.; Gill, J.D.; Kale, S.H.
  • Multiple channel strategies in the European personal computer industry
    Gabrielsson, M.; Kirpalani, V.H.M.; Luostarinen, R.
  • The multinational corporation's degree of control over foreign subsidiaries: an empirical test of a transaction cost explanation
    Gatignon, H.; Anderson, E.
  • Market orientation and export performance: the moderation of channel and institutional distance
    He, X.; Brouthers, K.D.; Filatotchev, I.
  • Looking back to move forward: a review of the evolution of research in international marketing channels
    Hoppner, J.J.; Griffith, D.A.
  • Entrepreneurial orientation as a basis for classification within a service industry: the case of retail pharmacy industry
    Jambulingam, T.; Kathuria, R.; Doucette, W.R.
  • Choosing the right multiple channel system to minimize transaction costs
    Kabadayi, S.
  • The performance implications of designing multiple channels to fit with strategy and environment
    Kabadayi, S.; Eyuboglu, N.; Thomas, G.R.
  • Explaining the entry mode choice among Tunisian exporting firms: development and test of an integrated model
    Khemakhem, R.
  • Distribution channel selection of foreign-owned firms in the Korean market: combining the transactions cost approach and the functional approach
    Kim, J.
  • Determinants of export channel structure: the effects of experience and psychic distance reconsidered
    Klein, S.; Roth, V.J.
  • A transaction cost analysis model of channel integration in international markets
    Klein, S.; Frazier, G.L.; Roth, V.J.
  • Comparative business failures of foreign-controlled firms in the USA
    Li, J.; Guisinger, S.
  • A review of the empirical research on export channel selection between 1979 and 2015
    Li, M.; He, X.; Sousa, C.M.P.
  • Determinants of manufacturers' selection of distributors
    Lin, J.S.C.; Chen, C.R.
  • On the merits of orthogonalizing powered and product terms: implications for modeling interactions among latent variables
    Little, T.D.; Bovaird, J.A.; Widaman, K.F.
  • Beyond transaction cost determinants: an integrated framework for export intermediary selection in emerging economies
    Ma, X.
  • Common method bias in marketing: causes, mechanisms, and procedural remedies
    MacKenzie, S.B.; Podsakoff, P.M.
  • The role of independent intermediaries: the case of small and medium-sized exporters
    Madsen, T.K.; Moen, Ø.; Hammervold, R.
  • The use of multiple export channels by small knowledge-intensive firms
    McNaughton, R.B.
  • Channel switching between domestic and foreign markets
    McNaughton, R.B.; Bell, J.
  • The antecedents of relational capital in key exporter-importer relationships
    Miocevic, D.
  • Country of origin effects in international marketing channels
    Moon, B.-J.; Oh, H.M.
  • Industrial distributors: can they survive in the new economy?
    Mudambi, S.; Aggarwal, R.
  • Performance implications of distributor effectiveness, trust, and culture in import channels of distribution
    Nevins, J.L.; Money, R.B.
  • A multilevel perspective to the study of export venture performance
    Oliveira, J.S.; Cadogan, J.W.
  • The empirical link between export entry mode diversity and export performance: a contingency- and institutional-based examination
    Oliveira, J.S.; Yazdani, N.; Cadogan, J.W.; Hodgkinson, I.R.; Tsougkou, E.; Jean, R.J.; Story, V.M.; Boso, N.
  • Export intermediary firms: a note on export development research
    Peng, M.W.; Ilinitch, A.Y.
  • A parsimonious estimating technique for interaction and quadratic latent variables
    Ping, R.A.
  • Factors influencing international channel choice of small business exporters
    Ramaseshan, B.; Patton, M.A.
  • Product life-cycle management and distributor contribution to new product development
    Restuccia, M.; de Brentani, U.; Legoux, R.; Ouellet, J.-F.
  • Exploring channel internalization among Spanish exporters
    Rialp, A.; Axinn, C.; Thach, S.
  • Cross-sectional versus longitudinal survey research: concepts, findings, and guidelines
    Rindfleisch, A.; Malter, A.J.; Ganesan, S.; Moorman, C.
  • The moderating influence of firm market power on the transaction cost economics model: an empirical test in a forward channel integration context
    Shervani, T.A.; Frazier, G.; Challagalla, G.
  • Relationship value: drivers and outcomes in international marketing channels
    Skarmeas, D.; Zeriti, A.; Baltas, G.
  • How exporters' and intermediaries' resources influence export performance
    Theingi; Purchase, S.
  • Export intermediation: an empirical test of Peng and Ilinitch
    Trabold, H.
  • Hybrid channel conflict: causes and effects on channel performance
    Webb, K.L.; Hogan, J.E.
  • Characteristics of the industrial distributor's innovation activities: an exploratory study
    Yoon, E.; Lilien, G.L.
  • The relationship between power and dependence in marketing channels
    Zhuang, G.; Zhou, N.