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Article: Effective distributor governance in emerging markets: The salience of distributor role, relationship stages, and market uncertainty

TitleEffective distributor governance in emerging markets: The salience of distributor role, relationship stages, and market uncertainty
Authors
KeywordsChannel management
Chinese market
Governance strategy
Role theory
Issue Date2010
PublisherAmerican Marketing Association. The Journal's web site is located at http://www.marketingpower.com/live/content1055.php
Citation
Journal Of International Marketing, 2010, v. 18 n. 3, p. 1-17 How to Cite?
AbstractEffective governance of distributors represents a critical success factor for firms operating in emerging markets such as China. To increase understanding of this issue, the authors adopt a role theory framework to delineate the effect of fit between governance strategies and distributor role orientations on channel outcomes. They also examine the way two contingency factors (relationship stages and market uncertainty) may moderate the impact of this fit. Using a fourindustry survey of distributors in China, the authors confirm the salience of strategic fit between the manufacturer's governance strategy and the distributor's role orientation (in short, governance fit), in support of propositions postulated in recent channel governance research. The findings also indicate that the effects of this governance fit are dependent on the stages of the channel relationship (buildup versus mature) but not market uncertainty. This study extends the current literature and suggests the need for finer, phase-oriented dynamic governance strategies in the Chinese market. © 2010, American Marketing Association.
Persistent Identifierhttp://hdl.handle.net/10722/169285
ISSN
2015 Impact Factor: 3.25
2015 SCImago Journal Rankings: 2.157
ISI Accession Number ID
References

 

DC FieldValueLanguage
dc.contributor.authorDong, MCen_HK
dc.contributor.authorTse, DKen_HK
dc.contributor.authorHung, Ken_HK
dc.date.accessioned2012-10-18T08:48:51Z-
dc.date.available2012-10-18T08:48:51Z-
dc.date.issued2010en_HK
dc.identifier.citationJournal Of International Marketing, 2010, v. 18 n. 3, p. 1-17en_HK
dc.identifier.issn1069-031Xen_HK
dc.identifier.urihttp://hdl.handle.net/10722/169285-
dc.description.abstractEffective governance of distributors represents a critical success factor for firms operating in emerging markets such as China. To increase understanding of this issue, the authors adopt a role theory framework to delineate the effect of fit between governance strategies and distributor role orientations on channel outcomes. They also examine the way two contingency factors (relationship stages and market uncertainty) may moderate the impact of this fit. Using a fourindustry survey of distributors in China, the authors confirm the salience of strategic fit between the manufacturer's governance strategy and the distributor's role orientation (in short, governance fit), in support of propositions postulated in recent channel governance research. The findings also indicate that the effects of this governance fit are dependent on the stages of the channel relationship (buildup versus mature) but not market uncertainty. This study extends the current literature and suggests the need for finer, phase-oriented dynamic governance strategies in the Chinese market. © 2010, American Marketing Association.en_HK
dc.languageengen_US
dc.publisherAmerican Marketing Association. The Journal's web site is located at http://www.marketingpower.com/live/content1055.phpen_HK
dc.relation.ispartofJournal of International Marketingen_HK
dc.subjectChannel managementen_HK
dc.subjectChinese marketen_HK
dc.subjectGovernance strategyen_HK
dc.subjectRole theoryen_HK
dc.titleEffective distributor governance in emerging markets: The salience of distributor role, relationship stages, and market uncertaintyen_HK
dc.typeArticleen_HK
dc.identifier.emailTse, DK: davidtse@hku.hken_HK
dc.identifier.authorityTse, DK=rp01100en_HK
dc.description.naturelink_to_subscribed_fulltext-
dc.identifier.doi10.1509/jimk.18.3.1en_HK
dc.identifier.scopuseid_2-s2.0-77956574558en_HK
dc.identifier.hkuros211560en_US
dc.relation.referenceshttp://www.scopus.com/mlt/select.url?eid=2-s2.0-77956574558&selection=ref&src=s&origin=recordpageen_HK
dc.identifier.volume18en_HK
dc.identifier.issue3en_HK
dc.identifier.spage1en_HK
dc.identifier.epage17en_HK
dc.identifier.eissn1547-7215-
dc.identifier.isiWOS:000281082100001-
dc.publisher.placeUnited Statesen_HK
dc.identifier.scopusauthoridDong, MC=24597206500en_HK
dc.identifier.scopusauthoridTse, DK=7101916504en_HK
dc.identifier.scopusauthoridHung, K=15769295600en_HK

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