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Article
Publication date: 11 June 2018

Fang Jia, Zhilin Yang and Ling (Alice) Jiang

The purpose of this paper is to examine the importance of channel partners’ government relations within channel performance and explore how institutional factors interact…

Abstract

Purpose

The purpose of this paper is to examine the importance of channel partners’ government relations within channel performance and explore how institutional factors interact to influence channel performance. A theoretical framework, inclusive of hypotheses, is proposed to demonstrate the interaction of government relations and institutional environments on firm performance. Drawing on an institutional perspective, this paper suggests that the effect of partner’s government relations on firm performance is moderated by institutional environment factors, such as government interference, legal protection, and the importance of guanxi.

Design/methodology/approach

This study conducted a questionnaire survey and collected data from 393 Chinese manufacturer managers in China.

Findings

Partner’s government relations increase focal firm’s performance and this effect is moderated by different levels of legal protection. Partner’s government relations increase firm performance only in the context of high-legal protection; whereas, when legal protection is low, partner’s government relations decrease focal firm performance. As for the interaction of institutional factors, legal protection and importance of guanxi, all three moderate the negative effect of government interference on firm performance.

Originality/value

This paper provides insights on how channel partner’s government relations, representing a key institutional capital, interact with institutional environment factors to influence channel performance.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 30 no. 3
Type: Research Article
ISSN: 1355-5855

Keywords

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Book part
Publication date: 28 March 2006

Paul Matthyssens and Wouter Faes

Channel management deals with the establishment of an efficient and effective distribution channel. It implies the stepwise development of channel leadership and channel

Abstract

Channel management deals with the establishment of an efficient and effective distribution channel. It implies the stepwise development of channel leadership and channel relations. International channel management and the establishment of cross-border relations between exporting suppliers and their foreign subsidiaries and intermediaries are key in international marketing performance (Madsen, 1989; Cavusgil & Zou, 1994; Solberg & Nes, 2002). Li (2003) proves that an export channel is a very complicated phenomenon and a number of factors, both contextual and historical, affect simultaneously the exchange modes and their operation.

Details

Relationship Between Exporters and Their Foreign Sales and Marketing Intermediaries
Type: Book
ISBN: 978-1-84950-397-6

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Article
Publication date: 31 October 2018

Michal Gazdecki

The purpose of this paper is to identify factors of change in business relationships among companies operating in agribusiness input distribution channel.

Abstract

Purpose

The purpose of this paper is to identify factors of change in business relationships among companies operating in agribusiness input distribution channel.

Design/methodology/approach

This study, based on a qualitative approach applying network perspective, is focused on agri-markets for plant protection products. Primary data were collected via individual in-depth interviews with among managers of trade companies operating on agri-inputs products market.

Findings

Although relation between input producers and trade companies on agri-inputs market is affected by a large number of factors, representatives of trade companies seem to be focused on a limited number of them. In particular two factors need to be underlined as main ones: contract conditions and structural changes on the markets which manifest themselves mainly by consolidation of market entities. The function differentiation of the trade companies results not only in generated sales but also in a larger intensity of interactions with other market operators and in the necessity of creating new relationships. In the long term, it may generate the intensification of competitive structures that occur at the same level in a distribution channel.

Research limitations/implications

Generalization based on qualitative approach employed in this paper requires further testing and quantitative validation.

Originality/value

Even though agri-markets appear to be well-suited for studying network systems, such an approach has hardly ever been used. Interactions between different kinds of entities on agri-markets are incredibly strong and complex. The paper contributes to the two fields. First, it provides results related to the business relationship dynamics, especially factors that trigger relation change. Second, paper contributes to the agribusiness markets theory, especially from the structural point of view.

Details

IMP Journal, vol. 12 no. 3
Type: Research Article
ISSN: 2059-1403

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Article
Publication date: 5 February 2018

Cristina Navarro, Angeles Moreno and Ansgar Zerfass

Listening to and conversing with stakeholders has become a basic requirement for the survival of any organization in a society with insistent demands for transparency and…

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1438

Abstract

Purpose

Listening to and conversing with stakeholders has become a basic requirement for the survival of any organization in a society with insistent demands for transparency and dialogue. The purpose of this paper is to examine how Latin American practitioners are using social media for corporate and networking purposes, and their perceptions about which social media activity is more relevant for organizational stakeholders.

Design/methodology/approach

A population of 803 public relations professionals from 18 Latin American countries working on different hierarchical levels, both in communication departments and agencies across the region, were surveyed as part of a larger online survey. For this research, five questions about social media usage have been included in the first edition of the Latin American Communication Monitor (LCM) project.

Findings

The study shows that despite the massive incorporation of social media into communication strategies of organizations, Latin American professionals report less intensive use of these collaborative channels than do peers in the Asia-Pacific, but they are in line with colleagues from Europe. Practitioners report a cautious optimism on the success achieved in the social media arena, as well as an insignificant use of these tools for professional networking purposes.

Research limitations/implications

This paper touches only four sections of the LCM 2014/2015. Participant fatigue may have negatively impacted the quality of the data. A large sample of professionals was approached, but a much small number initiated and completed the online survey. This resulted in the lack of representation of some countries in the subcontinent. In the future, greater participation is needed to allow for a more comprehensive comparative analysis.

Practical implications

This research provides a more in-depth look at the current state of public relations practice in Latin America and the use of social media channels to communicate with stakeholders. Even if social media continue to create unprecedented opportunities, social media platforms have not been widely adopted by professionals in the region, probably due to the lack of appropriate structures, cultures and strategies for participative modes of social media communication.

Social implications

This dearth of knowledge about how PR professionals use social media affects the engagement process, and as a result, the reputation, legitimization, satisfaction with and trust in organizations. Without listening carefully to stakeholder needs, satisfying these needs and establishing a real conversation, organizations will not be able to attain the sought-after engagement that leads to a stable and lasting relation with the public.

Originality/value

Although numerous articles on the situation of public relations in different Latin American countries have been published, this research is first attempt to investigate the use of social media channels in the subcontinent through opinions of a representative sample of professionals.

Details

Journal of Communication Management, vol. 22 no. 1
Type: Research Article
ISSN: 1363-254X

Keywords

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Book part
Publication date: 28 March 2006

Carl Arthur Solberg

This part contains four papers. Even though this volume of AIM primarily concerns exporter–intermediary relations, the first two contributions deal with channel choice and…

Abstract

This part contains four papers. Even though this volume of AIM primarily concerns exporter–intermediary relations, the first two contributions deal with channel choice and partner selection. The first chapter by Kent Eriksson, Jukka Hohenthal and Jessica Lindbergh, “SME export channel choice in international markets”, tests some of the fundamental factors proposed by the IP model explaining choice of entry mode (accumulation of knowledge of foreign markets determining foreign operation modes). Later developments of the model claim that experience and knowledge of local business relationships are also essential elements of the IP model. Whereas the IP model has been found to hold well for incremental resource commitments, it has – in contrast to transaction-cost theories – produced mixed results concerning its ability to explain operation modes. The authors present findings from research in 494 firms from Sweden, Denmark and New Zealand: factors included in the initial explanation of the IP model explain choice of channel, but later developments of the model do not. Implications are that the foreign market knowledge is, and that more incremental experiential knowledge accumulation is not relevant for export channel choice as regards integrated or non-integrated channel. The results show that for Small and Medium Sized Businesses (SMEs), expected market growth lead to use of integrated channels. Integrated channels make it possible to reap more of the profits from a growing market and to learn faster about what is going on in the market. They also found that use of integrated channels is correlated with cultural distance, contradicting the findings of Johanson and Vahlne (1977) and Kogut and Singh (1988). The IP model therefore offers a rather weak explanation of choice of integrated channel.

Details

Relationship Between Exporters and Their Foreign Sales and Marketing Intermediaries
Type: Book
ISBN: 978-1-84950-397-6

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Article
Publication date: 26 September 2018

W. Timothy Coombs and Sherry J. Holladay

The purpose of this paper is to craft a new perspective on how we can view public relations that reflects important trends emerging in the field including digital media…

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3271

Abstract

Purpose

The purpose of this paper is to craft a new perspective on how we can view public relations that reflects important trends emerging in the field including digital media, storytelling, engagement and co-creation of meaning. Transmedia storytelling (an idea with some ties to public relations) and narrative transportation theory are synthesized to form the transmedia narrative transportation (TNT) approach to public relations. The paper details the development of the TNT approach and how it can be applied to public relations initiatives.

Design/methodology/approach

The approach is a literature review to inform the creation of the TNT approach. A case study is used to illustrate the TNT approach.

Findings

An innovative approach to conceptualizing and creating public relations initiatives is developed, explained and illustrated.

Research limitations/implications

The paper examines only one case to illustrate the TNT approach.

Practical implications

The TNT approach develops a new perspective for public relations for developing and executing public relations initiatives. Transmedia storytelling has already been connected to the practice and TNT builds a more comprehensive approach for understanding its value to public relations.

Originality/value

There has been a limited application of transmedia storytelling to public relations. This paper synthesizes transmedia storytelling with narrative transportation theory to develop a theory-driven, new approach for public relations thinking. The TNT approach is a unique fusion of ideas that can bring an innovative approach to the practice of public relations that captures four emerging trends that are shaping the practice.

Details

Journal of Communication Management, vol. 22 no. 4
Type: Research Article
ISSN: 1363-254X

Keywords

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Article
Publication date: 11 January 2013

Husain A. Alansari

The aim of this study is to investigate the nature and extent of public relations activities in academic libraries in Gulf Cooperation Council (GCC) countries. The focus…

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1218

Abstract

Purpose

The aim of this study is to investigate the nature and extent of public relations activities in academic libraries in Gulf Cooperation Council (GCC) countries. The focus is on understanding how academic libraries conduct and provide their public relations products and services.

Design/methodology/approach

The study reported here used the survey method, done in two phases. The first phase consisted of a questionnaire survey and the second phase was a focus group discussion based on the results of the survey.

Findings

Although all libraries indicated that public relations are important, a clear majority (72.2 percent) does not have a public relations unit or division, they have a very small number of staff involved in public relations work, and half of the responding libraries (50 percent) do not have full‐time staff for public relations. Library web site, traditional mail, displays and bulletin boards and library guides/brochures are major channels of communication. The study also reported on the main problems that prevent academic libraries from performing effective PR activities.

Practical implications

The results have implications for the planning and development of public relations programs and activities in academic libraries in GCC countries. It also indicates existing obstacles, suggestion and recommendations for further development.

Originality/value

This study reports the results of one of the few studies of public relations in academic libraries in developing countries. It increases the understanding and awareness of what public relations encompasses and how it can be utilized. It also advocates that the social media should be used in promoting library resources and services.

Details

Library Management, vol. 34 no. 1/2
Type: Research Article
ISSN: 0143-5124

Keywords

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Article
Publication date: 1 March 1984

James B. Brown, Robert F. Lusch and Harold F. Koenig

An empirical investigation examining the environmental uncertainty regarding inventory ordering which confronts a retailer in dealing with its suppliers is described. Of…

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135

Abstract

An empirical investigation examining the environmental uncertainty regarding inventory ordering which confronts a retailer in dealing with its suppliers is described. Of particular interest is how this uncertainty impacts on retailers' behavioural relationships with their suppliers. The findings indicate that increased levels of environmental uncertainty regarding inventory ordering result in higher levels of retailer‐supplier conflict. Suppliers that can offer retailers better customer service in order to reduce environmental uncertainty can improve their relations with retailers and thus develop a more efficient distribution system.

Details

International Journal of Physical Distribution & Materials Management, vol. 14 no. 3
Type: Research Article
ISSN: 0269-8218

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Article
Publication date: 1 December 1997

Per Andersson and Bengt G. Mölleryd

A longitudinal case study of the diffusion and change of mobile telephony in Sweden highlights the effects on service distribution against the background of rapid…

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3169

Abstract

A longitudinal case study of the diffusion and change of mobile telephony in Sweden highlights the effects on service distribution against the background of rapid technological development and deregulations in the telecommunications industry. The descriptive and explorative study advances a contextual‐historical and interorganizational network perspective on service channel change and retail evolution. Explores the service distribution consequences of the emerging, increased technological integration within telecommunications, between fixed and mobile telephony, and between telecommunications and information and computer technology. Argues that these technological changes and the move towards convergence of telecommunications and information technology functions are connected to important structural changes in the distribution channels for these services. Builds on a case study of the Swedish distribution network for mobile telephony and identifies a number of significant structural channel changes. Discusses the distribution network consequences of technological convergence, in terms of new emerging patterns of channel relations and in terms of new roles and role sets. Elaborates on some general business implications of the convergence of former independent telephone, cable and information technology services.

Details

International Journal of Service Industry Management, vol. 8 no. 5
Type: Research Article
ISSN: 0956-4233

Keywords

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Article
Publication date: 1 June 1974

Louis W. Stern

Introduction The purpose of this paper is to explore possible mechanisms that could be employed by members of a distribution channel to increase the level of meaningful

Abstract

Introduction The purpose of this paper is to explore possible mechanisms that could be employed by members of a distribution channel to increase the level of meaningful communication among them, especially in actual or potential conflict situations. Pragmatically, our concern is with achieving the establishment within a channel of superordinate goals—goals greatly desired by all those caught in dispute or conflict which cannot be attained by the resources and energies of each of the parties separately, but which require the concerted efforts of all parties involved. It is proposed here that channel members approach the state where they can adopt such goals as communication and interaction between them increase.

Details

International Journal of Physical Distribution, vol. 5 no. 1
Type: Research Article
ISSN: 0020-7527

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