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Please use this identifier to cite or link to this item: http://hdl.handle.net/1942/6356

Title: Managing channel relations in China: an exploratory study
Authors: MATTHYSSENS, Paul
FAES, Wouter
Issue Date: 2005
Publisher: Elsevier Ltd
Citation: Advances in international marketing, 16. p. 187-211
Abstract: Channel management deals with the establishment of an efficient and effective distribution channel. It implies the stepwise development of channel leadership and channel relations. International channel management and the establishment of cross-border relations between exporting suppliers and their foreign subsidiaries and intermediaries are key in international marketing performance(Madsen, 1989; Cavusgil & Zou, 1994; Solberg & Nes, 2002). Li (2003) proves that an export channel is a very complicated phenomenon and a number of factors, both contextual and historical, affect simultaneously the exchange modes and their operation.
URI: http://hdl.handle.net/1942/6356
DOI: 10.1016/S1474-7979(05)16008-6
Category: A1
Type: Journal Contribution
Validation: vabb, 2010
Appears in Collections: Research publications

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