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首页> 外文期刊>Journal of Business Research >Relational governance mechanisms in export activities: Their determinants and consequences
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Relational governance mechanisms in export activities: Their determinants and consequences

机译：出口活动中的关系治理机制：决定因素和后果

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Taking the relational paradigm, the channel theory and the contingency approach as an orientation, this study's aim is to analyze the determinants and the consequences of the relational governance mechanisms between exporters and their foreign distributors. Specifically, this work explicitly validates the interrelationships between the exporter's dependence on its foreign distributor, the exporter's international capabilities, the foreign market environment, relational norms and export performance. The results show that relational norms have a positive impact on an exporter's result and that the greater an exporter's dependence on its distributors, on its international competences and on the volatility of the foreign markets, the more the exporter needs to maintain a relation with its foreign distributors based on information exchange, flexibility and cooperation.
机译：本研究以关系范式，渠道理论和权变方法为指导，旨在分析出口商与外国分销商之间关系治理机制的决定因素及其后果。具体而言，这项工作明确验证了出口商对国外分销商的依赖，出口商的国际能力，国外市场环境，关系规范和出口绩效之间的相互关系。结果表明，关系规范对出口商的结果有积极影响，并且出口商对分销商，国际能力和国外市场波动的依赖性越大，出口商就越需要与国外保持联系。分销商基于信息交流，灵活性与合作。

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