Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market?

By Chun Zhang, S. Cavusgil, A. Roath. 2003

397 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/50d9468066e975b4ec842e35f531c3f16953fd65

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In Organizational Behavior and Human Resource Management

In Strategy and Management

Citations in the corpus

The effects of entrepreneurial orientation and marketing information on the performance of SMEs (2007, methodology): “To test the mediating effect of information utilization, we examined two alternative models, one without the direct path from EO to FP, and one with both direct and indirect paths from EO to FP (cf., Zhang et al., 2003).”
The performance implications of strategic fit of relational norm governance strategies in global supply chain relationships (2005, methodology): “Relational norms are a specific subset of norms relating to the underlying cooperative behavioral domain directed toward maintaining the relationship and curtailing behavior promoting the goals of the individual parties (Heide and John, 1992; Heide, 1994; Aulakh et al., 1996; Artz, 1999; Zhang et a”
Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products (2008, background): “Cross-border channel relationships not only face greater levels of environmental uncertainty (e.g., Erramilli 1996; Zhang et al., 2003), but encounter additional challenges such as differences in culture, accepted management styles and methods, and legal systems between the operating environments…”
The effects of supplier involvement and knowledge protection on product innovation in customer-supplier relationships: a study of global automotive suppliers in China (2014, methodology): “We adapted the measure of the hostility of the legal and institutional environment from Zhang et al. (2003).”
Formal governance mechanisms, relational governance mechanisms, and transaction-specific investments in supplier–manufacturer relationships (2006, background): “In situations of such significant cultural difference, a manufacturer’s exhibition of trust demonstrates not only its awareness, but also its willingness to accept—or at least understand—the supplier’s position (Zhang et al., 2003).”
Blockchain Governance—A New Way of Organizing Collaborations? (2020, neutral): “Trust refers to a psychological state in which entities are con ﬁ dent that another entity will reliably act in their best interest (Lewicki et al. 1998), whereas relational norms refer to shared expectations about the behaviors of each partner (Heide and John 1992, Zhang et al. 2003).”
Corporate Social Responsibility, Product Differentiation Strategy and Export Performance (2010, background): “Previous research on export performance has focussed on the nature of exporter–importer relationships (Rosson and Ford, 1982; Styles et al., 2008; Zhang et al., 2003), previous export performance (Lages et al.”