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Strategic alliances in international distribution channels

机译：国际分销渠道中的战略联盟

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摘要

Given the differing dynamics of managing a distribution channel system, can the extant research on international strategic alliances, which largely focuses on the manufacturer-supplier interface, be extended to the manufacturer-distribution channels context? Owing to the paucity of research on strategic alliances in international distribution channels, this investigation seeks to verify empirically the effects of learning orientation, relationship longevity, and relationship closeness as determinants of cooperation, which, in turn, is an antecedent of performance, and relationship satisfaction. The research hypotheses were tested empirically on data drawn from a sample of manufacturing firms located in the United States (U.S.), Finland, the People's Republic of China (P.R.C.), and Poland. Although some similarities for fostering cooperation in international distribution alliances were detected on a cross-national basis, disparate emphases on alliance management practices were observed as well.
机译：鉴于管理分销渠道系统的动力不同，是否可以将主要集中于制造商-供应商界面的对国际战略联盟的现有研究扩展到制造商-分销渠道的背景下？由于在国际分销渠道中对战略联盟的研究很少，因此本研究试图从经验上验证学习取向，关系长寿和关系亲密关系作为合作决定因素的影响，而后者又是绩效和关系的先决条件满足。根据从位于美国（美国），芬兰，中华人民共和国（P.R.C.）和波兰的制造公司的样本中抽取的数据，对研究假设进行了实证检验。尽管在跨国基础上发现了促进国际分销联盟合作的一些相似之处，但也观察到对联盟管理实践的不同重视。

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