Aviv Shoham, Maja Makovec Brencic, Vesna Virant, Ayalla Ruvio, (2008). International Standardization of Channel Management and Its Behavioral and Performance Outcomes. Journal of International Marketing: Vol. 16, No. 2, pp. 120-151.
doi: 10.1509/jimk.16.2.120

International Standardization of Channel Management and Its Behavioral and Performance Outcomes

Aviv Shoham, 1

1Senior lecturer, Graduate School of Management, University of Haifa, Israel.


Maja Makovec Brencic, 2

2Professor, Faculty of Economics, University of Ljubljana, Slovenia.


Vesna Virant, 3

3Graduate student, Faculty of Economics, University of Ljubljana, Slovenia.


Ayalla Ruvio4

4Lecturer, Graduate School of Management, University of Haifa, Israel.




Abstract

Most research on standardization examines it in the context of the marketing mix. In contrast, research on standardization of management processes/characteristics is rare. The authors examine standardization of such processes/characteristics in international management of channels of distribution and its performance consequences. They include characteristics of firms' relationships with their foreign representatives (coordination, support, autonomy, communications, and control) and their impact on behavioral and performance outcomes. Data generated from a survey in Slovenia mostly support the research hypotheses.

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