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Journal of Marketing Channels Volume 17, 2010 - Issue 2
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Original Articles

Managing International Distribution Channel Partners: A Cross-Cultural Approach

Rajiv Mehta School of Management, New Jersey Institute of Technology, Newark, New Jersey, USA
,
Rolph E. Anderson LeBow College of Business, Drexel University, Philadelphia, Pennsylvania, USACorrespondence[email protected]
,
Alan J. Dubinsky Sogang Business School, Sogang University, Seoul, Korea; Center for Sales Innovation, St. Catherine University, St. Paul, Minnesota, USA
,
Pia Polsa Hanken School of Economics and Business Administration, Helsinki, Finland; School of Management, Fudan University, Shanghai, China
&
Jolanta Mazur Warsaw School of Economics, Warsaw, Poland
Pages 89-117 | Published online: 12 Apr 2010

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Mark Somers, Rajiv Mehta, Yuchao Ma, Rolph Anderson, Takao Ito, Tsutomu Ito, Jolanta Mazur, Bill Rapp & Jose Casal. (2023) Impact of Servant Leadership and Narcissism on Firm Performance: A Comparative Analysis of U.S. and Chinese International Strategic Distribution Channel Alliances. Journal of Global Marketing 0:0, pages 1-20.
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Motoi Ihara. (2020) Selecting optimal intermediary channels in emerging markets: The case of Vietnamese toiletries. Journal of Marketing Channels 26:3, pages 194-207.
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Paul Ammann & Gerald Drißner. 2022. International Leadership. International Leadership 79 109 .
Dheeraj Sharma, Shivan Sanjay Patel & Shivendra Kumar Pandey. (2021) Exploring the influence of channel leadership style on channel commitment in a franchising context. Journal of Business & Industrial Marketing 36:8, pages 1415-1434.
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Kalanit Efrat & Stine Øyna. (2021) An interaction orientation approach to SME-Intermediaries relationships. European Management Journal 39:4, pages 508-520.
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Motoi Ihara. (2018) The progress of retail modernization in Asia and the selection of distribution channels: a comparison of subsidiaries of Kao corporationアジア流通近代化の深化と進出企業のチャネル選択―花王の現地子会社比較をもとに. Journal of Marketing & Distribution 21:3, pages 43-56.
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Vincent Onyemah & Simon O. Akpa. (2016) Open air markets: uniquenesses about African marketing channels. International Marketing Review 33:1, pages 112-136.
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Markus Voeth & Inna Buyun. 2010. Handbuch Vertriebsmanagement. Handbuch Vertriebsmanagement 159 178 .

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