TY  - JOUR
AB  - Research into the relationship of UK exporting manufacturers and
their West German agents and distributors is examined. The mail
questionnaire was the selected research instrument. Four participant
dimensions were used in the evaluation and categorisation of
relationship states. These were performance; experience; uncertainty and
satisfaction. Relationships were found to be in one of five possible
states of development: new; growing; troubled; static; or declining. Few
firms were found in the new category; the largest state was that of
growing. Once in the growing state, firms may move eventually into one
of the remaining categories over time. The troubled state was
categorised by high levels of conflict, uncertainty and dissatisfaction.
The static state consisted of firms with static sales. The declining
state consisted of firms whose sales were declining but the relationship
was profitable and worth continuing.
VL  - 25
IS  - 5
SN  - 0309-0566
DO  - 10.1108/03090569110003724
UR  - https://doi.org/10.1108/03090569110003724
AU  - Moore Richard A.
PY  - 1991
Y1  - 1991/01/01
TI  - Relationship States in an International Marketing Channel
T2  - European Journal of Marketing
PB  - MCB UP Ltd
SP  - 47
EP  - 59
Y2  - 2024/04/25
ER  -