Title: Structuring dyadic relationships between export producers and intermediaries

Authors: Asda Chintakananda, Anne S. York, Hugh M. O'Neill, Mike W. Peng

Addresses: Nanyang Business School, Nanyang Technological University, Nanyang Avenue, Singapore 639798, Singapore. ' College of Business Administration, Creighton University, 2500 California Plaza, Omaha, NE 68178, USA. ' Kenan-Flagler Business School, University of North Carolina at Chapel Hill, Chapel Hill, NC 27599-3490, USA. ' School of Management, University of Texas at Dallas, Box 830688, SM43, Richardson, TX 75083-0688, USA

Abstract: How do export producers and intermediaries structure their dyadic relationships? This study examines the factors that guide the behaviour and relationships between export producer and intermediary dyads. We examine both sides of a dyadic transaction and develop an export producer–intermediary behaviour typology by using a grounded theory method through qualitative interviews. We propose three forms of export producer–intermediary dyads based on the degree of information sharing, intensity of price negotiation, level of transaction costs, and partner satisfaction and propensity to export directly. These three forms are as follows: (1) competitive, (2) cooperative and (3) mismatched relationships.

Keywords: exports; export producers; export intermediaries; dyads; transaction cost theory; agency theory; dyadic relationships; information sharing; price negotiation; partner satisfaction.

DOI: 10.1504/EJIM.2009.026994

European Journal of International Management, 2009 Vol.3 No.3, pp.302 - 327

Available online: 12 Jul 2009 *

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