Skip to main content
SpringerLink
Log in

Overcoming export manufacturers’ dilemma in international expansion

  • Article
  • Published:
Journal of International Business Studies Aims and scope Submit manuscript

Abstract

Learning and acquiring local market knowledge from foreign distributors are central to manufacturers’ export market performance. Drawing from the resource-based view, we propose that manufacturers need to develop stronger local market competence while simultaneously minimizing the costs of distributor opportunism in order to compete successfully in the export market. Cultural distance and other barriers, however, may hinder the development of local market competence for the manufacturer while contributing to the occurrence of distributor opportunism. In order to overcome these barriers, we examine the impact of three alternative forms of manufacturer governance – trust, knowledge sharing, and contract-based relationship – in export channels. Findings suggest that all three governance mechanisms contribute to enhancing the manufacturer's competence to exploit local market opportunity. However, of the three, trust seems to be the only effective way to curtail distributor opportunism.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Figure 1

Similar content being viewed by others

Notes

  1. During initial analysis, we found the industry effects were not significant. Consequently, the data set was pooled for the final analysis.

  2. An appendix detailing the source and operationalization of each construct is available upon request.

  3. Thanks are due to one of the reviewers for this suggestion.

References

  • Amit, R. and Schoemaker, P.J.H. (1993) ‘Strategic assets and organizational rent’, Strategic Management Journal 14 (1): 33–46.

    Article  Google Scholar 

  • Anderson, E., Lodish, L.M. and Weitz, B.A. (1987) ‘Resource allocation behavior in conventional channels’, Journal of Marketing Research 24 (1): 85–97.

    Article  Google Scholar 

  • Anderson, J.C. (1987) ‘An approach for confirmatory measurement and structural equation modeling of organizational properties’, Management Science 33 (4): 525–541.

    Article  Google Scholar 

  • Anderson, J.C. and Gerbing, D.W. (1988) ‘Structural equation modeling in practice: a review and recommended two-step approach’, Psychological Bulletin 103 (3): 411–423.

    Article  Google Scholar 

  • Anderson, J.C. and Narus, J.A. (1990) ‘A model of distributor firm and manufacturer firm working partnerships’, Journal of Marketing 54 (1): 42–58.

    Article  Google Scholar 

  • Armstrong, J.S. and Overton, T.S. (1977) ‘Estimating nonresponse bias in mail surveys’, Journal of Marketing Research 14 (3): 396–402.

    Article  Google Scholar 

  • Aulakh, P.S., Kotabe, M. and Sahay, A. (1996) ‘Trust and performance in cross-border marketing partnerships: a behavioral approach’, Journal of International Business Studies 27 (5): 1005–1032.

    Article  Google Scholar 

  • Axtell, R.E. (1990) ‘Ten common mistakes of potential exporters’, Nation's Business 78 (6): 36–38.

    Google Scholar 

  • Bagozzi, R.P., Yi, Y. and Phillips, L.W. (1991) ‘Assessing construct validity in organizational research’, Administrative Science Quarterly 36 (3): 421–458.

    Article  Google Scholar 

  • Barkema, H.G. and Vermeulen, F. (1998) ‘International expansion through start-up or acquisition: a learning perspective’, Academy of Management Journal 41 (1): 7–26.

    Article  Google Scholar 

  • Barney, J.B. (1991) ‘Firm resources and sustained competitive advantage’, Journal of Management 17 (1): 99–121.

    Article  Google Scholar 

  • Barney, J.B. (2001) ‘Resource-based theories of competitive advantage: a ten-year retrospective on the resource-based view’, Journal of Management 27 (6): 643–650.

    Article  Google Scholar 

  • Barney, J., Wright, M. and Ketchen Jr, D.J. (2001) ‘The resource-based view of the firm: ten years after 1991’, Journal of Management 27 (6): 625–641.

    Article  Google Scholar 

  • Baron, R.M. and Kenny, D.A. (1986) ‘The moderator mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations’, Journal of Personality and Social Psychology 51 (6): 1173–1182.

    Article  Google Scholar 

  • Bello, D.C. and Gilliland, D.I. (1997) ‘The effect of output controls, process controls, and flexibility on export channel performance’, Journal of Marketing 61 (1): 22–38.

    Article  Google Scholar 

  • Bello, D.C., Chelariu, C. and Zhang, L. (2003) ‘The antecedents and performance consequences of relationalism in export distribution channels’, Journal of Business Research 56 (1): 1–16.

    Article  Google Scholar 

  • Bentler, P.M. (1998) EQS Structural Equations Program Manual, BMDP: Los Angeles, CA.

    Google Scholar 

  • Beth, S., Burt, D.N., Copacino, W., Gopal, C., Lee, H.L., Lynch, R.P. and Morris, S. (2003) ‘Supply chain challenges: building relationships’, Harvard Business Review 81 (7): 64–73.

    Google Scholar 

  • Bradach, J.L. and Eccles, R.G. (1989) ‘Price, authority, and trust: from ideal types to plural forms’, Annual Review of Sociology 15: 97–118.

    Article  Google Scholar 

  • Brown, R.B. and Herring, R. (1995) ‘The role of the manufacturer's distributor: the case of champion chemicals’, Industrial Marketing Management 24 (4): 285–295.

    Article  Google Scholar 

  • Cannon, J.P. and Perreault Jr, W.D. (1999) ‘Buyer–seller relationships in business markets’, Journal of Marketing Research 36 (4): 439–460.

    Article  Google Scholar 

  • Cavusgil, S.T. (1990) ‘The importance of distributor training at caterpillar’, Industrial Marketing Management 19 (1): 1–9.

    Article  Google Scholar 

  • Cavusgil, S.T., Deligonul, S. and Zhang, C. (2004) ‘Curbing foreign distributor opportunism: an examination of trust, contracts, and the legal environment in international channel relationships’, Journal of International Marketing 12 (2): 7–27.

    Article  Google Scholar 

  • Cavusgil, S.T. and Zou, S. (1994) ‘Marketing strategy–performance relationship: an investigation of the empirical link in export market ventures’, Journal of Marketing 58 (1): 1–21.

    Article  Google Scholar 

  • Chi, T. and McGuire, D.J. (1996) ‘Collaborative ventures and value of learning: integrating the transaction cost and strategic option perspectives on the choice of market entry modes’, Journal of International Business Studies 27 (2): 285–307.

    Article  Google Scholar 

  • Collis, D.J. (1994) ‘Research note: how valuable are organizational capabilities?’ Strategic Management Journal 15 (Special Issue): 143–152.

    Article  Google Scholar 

  • Conner, K.R. and Prahalad, C.K. (1996) ‘A resource-based theory of the firm: knowledge vs opportunism’, Organization Science 7 (5): 477–501.

    Article  Google Scholar 

  • Das, T.K. and Teng, B.-S. (2000) ‘Instabilities of strategic alliances: an internal tensions perspective’, Organization Science 11 (1): 77–101.

    Article  Google Scholar 

  • Day, G.S. (1994) ‘The capabilities of market-driven organizations’, Journal of Marketing 58 (4): 37–53.

    Article  Google Scholar 

  • Doney, P.M. and Cannon, J.P. (1997) ‘An examination of the nature of trust in buyer–seller relationships’, Journal of Marketing 61 (2): 35–51.

    Article  Google Scholar 

  • Dutta, S., Bergen, M. and John, G. (1994) ‘The governance of exclusive territories when dealers can Bootleg’, Marketing Science 13 (1): 83–99.

    Article  Google Scholar 

  • Dwyer, F.R., Schurr, P.H. and Oh, S. (1987) ‘Developing buyer–seller relations’, Journal of Marketing 51 (2): 11–28.

    Article  Google Scholar 

  • Dyer, J.H. and Chu, W. (2000) ‘The determinants of trust in supplier–automaker relationships in the US, Japan, and Korea’, Journal of International Business Studies 31 (2): 259–285.

    Article  Google Scholar 

  • Dyer, J.H. and Singh, H. (1998) ‘The relational view: cooperative strategy and sources of interorganizational competitive advantage’, Academy of Management Review 23 (4): 660–679.

    Google Scholar 

  • Eisenhardt, K.M. (1989) ‘Agency theory: an assessment and review’, Academy of Management Review 14 (1): 57–74.

    Google Scholar 

  • Eisenhardt, K.M. and Schoonhoven, C.B. (1996) ‘Resource-based view of strategic alliance formation: strategic and social effects in entrepreneurial firms’, Organization Science 7 (2): 136–150.

    Article  Google Scholar 

  • Flannery, R. (2003) ‘Pepsi's Chinese torture’, Forbes 172 (13): 92.

    Google Scholar 

  • Fornell, C. and Larcker, D.F. (1981) ‘Evaluating structural equation models with unobservable variables and measurement error’, Journal of Marketing Research 18 (1): 39–50.

    Article  Google Scholar 

  • Ganesan, S. (1994) ‘Determinants of long-term orientation in buyer–seller relationships’, Journal of Marketing 58 (2): 1–19.

    Article  Google Scholar 

  • Glazer, R. (1991) ‘Marketing in an information-intensive environment: strategic implications of knowledge as an asset’, Journal of Marketing 55 (4): 1–19.

    Article  Google Scholar 

  • Gold, A.H., Malhotra, A. and Segars, A.H. (2001) ‘Knowledge management: an organizational capabilities perspective’, Journal of Management Information Systems 18 (1): 185–214.

    Google Scholar 

  • Grant, R.M. (1996) ‘Prospering in dynamically-competitive environments: organizational capability as knowledge integration’, Organization Science 7 (4): 375–387.

    Article  Google Scholar 

  • Griffith, D.A. and Harvey, M.G. (2001) ‘A resource perspective of global dynamic capabilities’, Journal of International Business Studies 32 (3): 597–606.

    Article  Google Scholar 

  • Gulati, R. (1995) ‘Social structure and alliance formation patterns: a longitudinal analysis’, Administrative Science Quarterly 40 (4): 619–626.

    Article  Google Scholar 

  • Hamel, G. (1991) ‘Competition for competence and inter-partner learning within international strategic alliances’, Strategic Management Journal 12 (Special issue): 83–103.

    Article  Google Scholar 

  • Heckman, J.J. (1979) ‘Sample selection bias as a specification error’, Econometrica 47 (1): 153–161.

    Article  Google Scholar 

  • Heide, J.B. (1994) ‘Interorganizational governance in marketing channels’, Journal of Marketing 58 (1): 71–85.

    Article  Google Scholar 

  • Heide, J.B. (2003) ‘Plural governance in industrial purchasing’, Journal of Marketing 67 (4): 18–29.

    Article  Google Scholar 

  • Heide, J.B. and John, G. (1990) ‘Alliances in industrial purchasing: the determinants of joint action in buyer–supplier relationships’, Journal of Marketing Research 27 (1): 24–36.

    Article  Google Scholar 

  • Heide, J.B. and John, G. (1992) ‘Do norms matter in marketing relationships?’ Journal of Marketing 56 (2): 32–44.

    Article  Google Scholar 

  • Hewett, K. and Bearden, W.O. (2001) ‘Dependence, trust, and relational behavior on the part of foreign subsidiary marketing operations: implications for managing global marketing operations’, Journal of Marketing 65 (4): 51–66.

    Article  Google Scholar 

  • Hofstede, G. (1980) Culture's Consequences: International Differences in Work-Related Values, Sage: London.

    Google Scholar 

  • Hofstede, G. and Bond, M.H. (1988) ‘The confucius connection: from cultural roots to economic growth’, Organizational Dynamics 16 (4): 4–21.

    Article  Google Scholar 

  • Huber, G.P. (1991) ‘Organizational learning: the contributing processes and the literatures’, Organization Science 2 (1): 88–115.

    Article  Google Scholar 

  • Inkpen, A.C. and Beamish, P.W. (1997) ‘Knowledge, bargaining power, and the instability of international joint ventures’, Academy of Management Review 22 (1): 177–202.

    Google Scholar 

  • Jap, S.D. (1999) ‘Pie-expansion efforts: collaboration processes in buyer–supplier relationships’, Journal of Marketing Research 36 (4): 461–475.

    Article  Google Scholar 

  • Johanson, J. and Vahlne, J.-E. (1977) ‘The internationalization process of the firm: a model of knowledge development and increasing foreign market commitments’, Journal of International Business Studies 8 (1): 23–32.

    Article  Google Scholar 

  • Johanson, J. and Vahlne, J.-E. (1990) ‘The mechanism of internationalisation’, International Marketing Review 7 (4): 11–24.

    Article  Google Scholar 

  • John, G. (1984) ‘An empirical investigation of some antecedents of opportunism in a marketing channel’, Journal of Marketing Research 21 (3): 278–289.

    Article  Google Scholar 

  • Johnston, J. and DiNardo, J. (1997) Econometric Methods, 4th edn, McGraw-Hill: New York.

    Google Scholar 

  • Kale, P., Singh, H. and Perlmutter, H. (2000) ‘Learning and protection of proprietary assets in strategic alliances: building relational capital’, Strategic Management Journal 21 (3): 217–237.

    Article  Google Scholar 

  • Khanna, T., Gulati, R. and Nohria, N. (1998) ‘The dynamics of learning alliances: competition, cooperation, and relative scope’, Strategic Management Journal 19 (3): 193–210.

    Article  Google Scholar 

  • Kim, W.C. and Mauborgne, R. (1997) ‘Fair process: managing in the knowledge economy’, Harvard Business Review 75 (4): 65–75.

    Google Scholar 

  • Kim, W.C. and Mauborgne, R. (1998) ‘Procedural justice, strategic decision making, and the knowledge economy’, Strategic Management Journal 19 (4): 323–338.

    Article  Google Scholar 

  • Klein, S., Frazier, G.L. and Roth, V.J. (1990) ‘A transaction cost analysis model of channel integration in international markets’, Journal of Marketing Research 27 (2): 196–208.

    Article  Google Scholar 

  • Kogut, B. (1988) ‘Joint ventures: theoretical and empirical perspectives’, Strategic Management Journal 9 (4): 319–332.

    Article  Google Scholar 

  • Kogut, B. and Singh, H. (1988) ‘The effect of national culture on the choice of entry mode’, Journal of International Business Studies 19 (3): 411–432.

    Article  Google Scholar 

  • Kumar, R. and Nti, K.O. (1998) ‘Differential learning and interaction in alliance dynamics: a process and outcome discrepancy model’, Organization Science 9 (3): 356–367.

    Article  Google Scholar 

  • Lado, A.A., Boyd, N.G. and Hanlon, S.C. (1997) ‘Competition, cooperation, and the search for economic rents: a syncretic model’, Academy of Management Review 22 (1): 110–141.

    Google Scholar 

  • Lane, P., Salk, J.E. and Lyles, M.A. (2001) ‘Absorptive capacity, learning, and performance in international joint ventures’, Strategic Management Journal 22 (12): 1139–1161.

    Article  Google Scholar 

  • Larsson, R., Bengtsson, L., Henriksson, K. and Sparks, J. (1998) ‘The interorganizational learning dilemma: collective knowledge development in strategic alliances’, Organization Science 9 (3): 285–305.

    Article  Google Scholar 

  • Luo, Y. (2002) ‘Contract, cooperation, and performance in international joint ventures’, Strategic Management Journal 23 (10): 903–919.

    Article  Google Scholar 

  • Luo, Y. and Peng, M.W. (1999) ‘Learning to compete in a transition economy: experience, environment, and performance’, Journal of International Business Studies 30 (2): 269–296.

    Article  Google Scholar 

  • Lusch, R.F. and Brown, J.R. (1996) ‘Interdependency, contracting, and relational behavior in marketing channels’, Journal of Marketing 60 (4): 19–38.

    Article  Google Scholar 

  • Lyles, M.A. and Salk, J.E. (1996) ‘Knowledge acquisition from foreign parents in international joint ventures: an empirical examination in the Hungarian context’, Journal of International Business Studies 27 (5): 877–903.

    Article  Google Scholar 

  • Macneil, I.R. (1980) The New Social Contract: An Inquiry into Modern Contractual Relations, Yale University Press: New Haven, CT.

    Google Scholar 

  • Madhok, A. (1996) ‘The organization of economic activity: transaction costs, firm capabilities, and the nature of governance’, Organization Science 7 (5): 577–590.

    Article  Google Scholar 

  • Madhok, A. (1997) ‘Cost, value and foreign market entry mode: the transaction and the firm’, Strategic Management Journal 18 (1): 39–61.

    Article  Google Scholar 

  • Madhok, A. and Tallman, S.B. (1998) ‘Resources, transactions and rents: managing value through interfirm collaborative relationships’, Organization Science 9 (3): 326–339.

    Article  Google Scholar 

  • Makino, S. and Delios, A. (1996) ‘Local knowledge transfer and performance: implications for alliance formation in Asia’, Journal of International Business Studies 27 (5): 905–927.

    Article  Google Scholar 

  • Masten, S.E. (1988) ‘Minimum bill contracts theory and policy’, Journal of Industrial Economics 37 (1): 85–97.

    Article  Google Scholar 

  • Mayer, R.C., Davis, J.H. and Schoorman, F.D. (1995) ‘An integration model of organizational trust’, Academy of Management Review 20 (3): 709–734.

    Google Scholar 

  • Mohr, J.J., Fisher, R.J. and Nevin, J.R. (1996) ‘Collaborative communication in interfirm relationships: moderating effects of integration and control’, Journal of Marketing 60 (3): 103–115.

    Article  Google Scholar 

  • Mohr, J.J. and Sengupta, S. (2002) ‘Managing the Paradox of inter-firm learning: the role of governance mechanisms’, Journal of Business and Industrial Marketing 17 (4): 282–301.

    Article  Google Scholar 

  • Moorman, C., Deshpande, R. and Zaltman, G. (1993) ‘Factors affecting trust in market research relationships’, Journal of Marketing 57 (1): 81–101.

    Article  Google Scholar 

  • Morgan, R.M. and Hunt, S.D. (1994) ‘The commitment-trust theory of relationship marketing’, Journal of Marketing 58 (3): 20–38.

    Article  Google Scholar 

  • Muller, J. (2004) ‘Stolen Cars’, [www document] http://www.forbes.com/business/global/2004/0209/020.html. (accessed 22 December 2004).

  • Murry Jr, J.P. and Heide, J.B. (1998) ‘Managing promotion program participation within manufacturer–retailer relationships’, Journal of Marketing 62 (1): 58–68.

    Article  Google Scholar 

  • Nonaka, I. (1994) ‘A dynamic theory of organizational knowledge creation’, Organization Science 5 (1): 14–37.

    Article  Google Scholar 

  • Nunnally, J.C. (1978) Psychometric Theory, 2nd edn, McGraw-Hill: New York.

    Google Scholar 

  • Parkhe, A. (1991) ‘Interfirm diversity, organizational learning, and longevity in global strategic alliances’, Journal of International Business Studies 22 (4): 579–601.

    Article  Google Scholar 

  • Parkhe, A. (1993) ‘Strategic alliance structuring: a game theoretic and transaction cost examination of interfirm cooperation’, Academy of Management Journal 36 (4): 794–829.

    Article  Google Scholar 

  • Peng, M.W. and York, A.S. (2001) ‘Behind intermediary performance in export trade: transactions, agents, and resources’, Journal of International Business Studies 32 (2): 327–346.

    Article  Google Scholar 

  • Poppo, L. and Zenger, T.R. (2002) ‘Do formal contracts and relational governance function as substitutes or complements?’ Strategic Management Journal 23 (8): 707–725.

    Article  Google Scholar 

  • Prahalad, C.K. and Hamel, G. (1990) ‘The core competence of the corporation’, Harvard Business Review 68 (3): 79–91.

    Google Scholar 

  • Roath, A.S., Miller, S.R. and Cavusgil, S.T. (2002) ‘A conceptual framework of relational governance in foreign distributor relationships’, International Business Review 11 (1): 1–16.

    Article  Google Scholar 

  • Rosson, P.J. and Ford, I.D. (1982) ‘Manufacturer–overseas distributor relations and export performance’, Journal of International Business Studies 13 (2): 57–72.

    Article  Google Scholar 

  • Selnes, F. and Sallis, J. (2003) ‘Promoting relationship learning’, Journal of Marketing 67 (3): 80–95.

    Article  Google Scholar 

  • Shenkar, O. (2001) ‘Cultural distance revisited: towards a more rigorous conceptualization and measurement of cultural differences’, Journal of International Business Studies 32 (3): 519–536.

    Article  Google Scholar 

  • Simonin, B.L. (1997) ‘The importance of collaborative know-how: an empirical test of the learning organization’, Academy of Management Journal 40 (5): 1150–1174.

    Article  Google Scholar 

  • Simonin, B.L. (1999a) ‘Ambiguity and the process of knowledge transfer in strategic alliances’, Strategic Management Journal 20 (7): 595–623.

    Article  Google Scholar 

  • Simonin, B.L. (1999b) ‘Transfer of marketing know-how in international strategic alliances: an empirical investigation of the role and antecedents of knowledge ambiguity’, Journal of International Business Studies 30 (3): 463–490.

    Article  Google Scholar 

  • Sinkula, J.M. (1994) ‘Market information processing and organizational learning’, Journal of Marketing 58 (1): 35–45.

    Article  Google Scholar 

  • Slater, S.F. and Narver, J.C. (1995) ‘Market orientation and the learning organization’, Journal of Marketing 59 (3): 63–74.

    Article  Google Scholar 

  • Stevens, J. (2002) Applied Multivariate Statistics for the Social Sciences, Lawrence Erlbaum Associates: Mahwah, NJ.

    Google Scholar 

  • Svejenova, S. (2006) ‘How much does trust really matter? Some reflections on the significance and implications of Madhok's trust-based approach’, Journal of International Business Studies 37 (1): 12–20.

    Article  Google Scholar 

  • Teece, D.J., Pisano, G. and Shuen, A. (1997) ‘Dynamic capabilities and strategic management’, Strategic Management Journal 18 (7): 509–533.

    Article  Google Scholar 

  • Wathne, K.H. and Heide, J.B. (2000) ‘Opportunism in interfirm relationships: forms, outcomes, and solutions’, Journal of Marketing 64 (4): 36–51.

    Article  Google Scholar 

  • Weitz, B.A. and Jap, S.D. (1995) ‘Relationship marketing and distribution channels’, Journal of the Academy of Marketing Science 23 (4): 305–320.

    Article  Google Scholar 

  • Williamson, O.E. (1975) ‘Evolution of international management structures’, Business History Review 49 (4): 111–112.

    Article  Google Scholar 

  • Williamson, O.E. (1979) ‘Transaction-cost economics: the governance of contractual relations’, Journal of Law and Economics 22 (2): 233–261.

    Article  Google Scholar 

  • Williamson, O.E. (1996a) ‘Economic organization: the case for candor’, Academy of Management Review 21 (1): 48–57.

    Google Scholar 

  • Williamson, O.E. (1996b) The Mechanisms of Governance, Oxford University Press: New York.

    Google Scholar 

  • Williamson, O.E. (1999) ‘Strategy research: governance and competence perspectives’, Strategic Management Journal 20 (12): 1087–1108.

    Article  Google Scholar 

  • Wu, F. and Cavusgil, S.T. (2006) ‘Organizational learning, commitment, and joint value creation in interfirm relationships’, Journal of Business Research 59 (1): 81–89.

    Article  Google Scholar 

  • Zaheer, A. and Venkatraman, N. (1995) ‘Relational governance as an interorganizational strategy: an empirical test of the role of trust in economic exchange’, Strategic Management Journal 16 (5): 373–393.

    Article  Google Scholar 

  • Zhang, C., Cavusgil, S.T. and Roath, A.S. (2003) ‘Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market?’ Journal of International Business Studies 34 (6): 550–566.

    Article  Google Scholar 

Download references

Acknowledgements

We gratefully acknowledge the comments of JIBS Editor-in-Chief Professor Arie Y Lewin, Mike W Peng and anonymous JIBS reviewers.

Author information

Authors and Affiliations

  1. School of Management, University of Texas at Dallas, Richardson, TX, USA

    Fang Wu

  2. Manchester Business School, The University of Manchester, Manchester, UK

    Rudolf R Sinkovics

  3. Department of Marketing and Supply Chain Management, Michigan State University, East Lansing, MI, USA

    S Tamer Cavusgil

  4. Division of Marketing and Supply Chain Management, The University of Oklahoma, Norman, OK, USA

    Anthony S Roath

Authors
  1. Fang Wu
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Rudolf R Sinkovics
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. S Tamer Cavusgil
    View author publications

    You can also search for this author in PubMed Google Scholar

  4. Anthony S Roath
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to S Tamer Cavusgil.

Additional information

Accepted by Arie Y Lewin, Editor-in-Chief, 21 May 2006. This paper has been with the authors for three revisions.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Wu, F., Sinkovics, R., Cavusgil, S. et al. Overcoming export manufacturers’ dilemma in international expansion. J Int Bus Stud 38, 283–302 (2007). https://doi.org/10.1057/palgrave.jibs.8400263

Download citation

  • Received:

  • Revised:

  • Accepted:

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1057/palgrave.jibs.8400263

Keywords

Search

Navigation