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This paper aims to examine the extent to which exporter difficulties in evaluating foreign sales agent performance affect export performance, either directly or as mediated by opportunism.

In developing the hypotheses, the study integrates transaction cost theory and principal-agent theory. The proposed relationships between the constructs (performance ambiguity, opportunism, and export performance) are examined for a multi-industry sample of Norwegian exporters in their dealings with foreign sales agents. A survey of 410 qualified key informants yielded 101 usable questionnaires – a response rate of 24.6%. Structural equation modeling is used for data analysis and hypothesis testing.

The analysis finds support for the hypothesis that sales agent performance ambiguity relates negatively to export performance. While performance ambiguity is positively related to sales agent opportunistic behavior, opportunism does not significantly influence export performance. It seems that the adaptation costs created by the evaluation problem are of greater importance in reducing export performance than the costs created by opportunistic behavior.

In focusing on the core dimensions of sales agent performance in foreign markets, other factors influencing export performance are not included. The fact that small Norwegian firms dominate the sample, further limits application and generalization of the findings. Hence, results should be interpreted with caution and the study considered as investigative. Nevertheless, the results indicate to export managers and theory potentially deteriorating dimensions in the relationship between exporter and foreign independent sales agent.

To the best of the authors’ knowledge, this study is the first to examine how performance ambiguity and opportunistic behavior among foreign sales agents affect export performance. By concentrating on basic deteriorating dimensions, the study adds to the few that focus on inhibiting drivers of exporter – foreign–sales–agent relationships.

The purpose of this paper is to test the validity and reliability of a META‐RELQUAL construct in Finnish, Norwegian and Swedish business relationships.

A total of 1,500 companies were involved. The Finnish, Norwegian, and Swedish sampling frames each consisted of the 500 largest companies based upon revenue across multiple industries. The response rate was 38 percent.

The goodness‐of‐fit measures of the tested measurement model of the META‐RELQUAL construct were all found to be satisfactory within the recommended guidelines. The recommended guidelines for convergent, discriminant and nomological validity, as well as for construct reliability, were all well met. It is concluded that the measurement properties of the META‐RELQUAL construct applied in Finnish, Norwegian and Swedish business relationships indicate acceptable validity and reliability.

The tested META‐RELQUAL construct appears accurate for those Finnish, Norwegian, and Swedish business relationships studied, but only further testing and comparisons will verify whether it can be seen as a valid, reliable measurement for other countries and their companies’ business relationships. Suggestions for further research are provided.

This international study is of managerial interest to executives since it provides a framework of constructs to be considered in corporate efforts to maintain satisfactory levels of relationship quality in Finnish, Norwegian, and Swedish business relationships. It may also be applicable in other business relationships and in other countries.

This Nordic comparative study of a META‐RELQUAL construct contributes to theory since it outlines a higher‐order construct and measurement instrument benefitting other researchers and practitioners. It appears unique in making an international comparison of a tested measurement model of the META‐RELQUAL construct.

The purpose of this paper is to test a measurement model of a META-RELQUAL construct based upon South African business-supplier relationships.

Data were collected using computer-assisted telephone interviews. The sampling frame consisted of the top 500 South African companies based on revenue. A total of 232 fully completed questionnaires were obtained representing a response rate of 46.4 per cent.

The findings show satisfactory goodness-of-fit measures for the model tested. All the requirements for convergent, discriminant and nomological validity as well as construct reliability were achieved satisfactorily.

The study provides a framework of constructs that South African business managers need to take into consideration in order to establish and maintain good relations with their suppliers.

This study contributes to theory on relationship marketing and presents the first tested measurement model of the META-RELQUAL construct in Africa.

This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting‐edge research and case studies.

This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.

To a large extent, corporations have recognized the importance of adapting to environmental issues; not only considering external driving forces as constraints and costs, but increasingly implementing strategies to achieve competitive advantage. Even in small firms, being environmental may increase financial performance. Mysen's observations of The Eden Project illustrate how sustainable practices may extend previous conceptions of how to advance social conditions in the communities in which corporations operate, and beyond.

The paper provides strategic insights and practical thinking that have influenced some of the world's leading organizations.

The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy‐to‐digest format.

The purpose of this paper is to describe how a corporation with sustainability as its mission implements sustainability strategy and programmes to promote social responsible management. Special attention is paid to how internal and external value systems interact and influence the conception and implementation of sustainability.

As an educational charity and social enterprise, the Eden Project is examined, using a qualitative case study approach. Extant literature complements the discussion of how internal and external driving forces interact and influence sustainable management and practice. Method triangulation is adopted to increase the internal validity, comprising in‐depth interviews with key management informants, one major supplier, representatives of the staff, observation on site and a member check for the correctness of descriptions and the systematisation of the data.

The sustainability strategy of the Eden Project is divided in three interconnected strategies; operational practice, educational programmes and outreach initiatives that target young people, disengaged and unemployed people, and deprived communities around the world. The study points to possible interrelationships between different internal and external value systems, and how internal and external driving forces may influence the way corporations conceive and implement sustainability.

The business sustainability model at the Eden Project provides opportunities for the development of sustainability management, and suggestions for future research are presented.

The study illustrates how the carbon footprint on Earth can be reduced, and how social responsibility can be advanced.

This study is the first to examine a corporation that deploys resources to increase financial performance in order to support the main objectives concerning promoting sustainability management. Thus, the examination may provide new ideas to practitioners and researchers related to the advancement of social responsibility.

The purpose of this paper is to review and synthesize empirical literature concerning the role of control mechanisms in export relationships, and to develop a model for controls as determinants of export performance.

To identify relevant papers, a variety of keywords is used in a computerized, bibliographic search, accompanied by manual checking of references in previous research. A combination of content analysis and integrative assessment is adopted to synthesize the findings and develop the framework.

To a great extent, the results provide support to the argument that the influence of control mechanisms on export performance is contingent upon firm strategy and characteristics, the governance structure and relationship atmosphere established in the exchange relationships, and foreign market characteristics.

The analysis points to a lack of consensus concerning how to define controls. Subsequently, the review and analysis rest on the definition of control mechanisms and export performance. The descriptions, synthesis, and proposed framework indicate a connection between implemented controls, internal, external, and relational dimensions, and consequently to the need of adjusting the control mechanisms to the environment. Hence, the analysis, synthesis, and proposed framework, give advice to managers involved in exporting, as well as providing guidance for future research.

This study is the first to analyze and integrate empirical literature concerning controls as determinants of export performance. As such, the study may inspire further research.

The purpose of this paper is to validate previous research in ethical branding by testing a conceptual framework on corporate branding using “the conscientious dimension”.

This article tests a framework for conscientious corporate brands (CCBs) by investigating environmental and climate change issues as well as internal and external corporate codes of ethics as CCB dimensions. The empirical context is based upon South African business‐to‐business relationships.

The findings indicate that four distinctive conscientious corporate brand dimensions exist.

This current study contributes to the better understanding of and more knowledge on conscientious corporate brand values. Opportunities for future research are provided as the study has explored new aspects of corporate branding.

This study offers managerial implications particularly for practitioners located in emerging markets such as South Africa.

This study validates the multidimensional nature of CCBs.

This paper attempts to validate a conceptual model for conscientious corporate brands (CCB) by exploring environmental and climate change issues together with perceptions of the internal and external effectiveness of corporate codes of ethics as dimensions of CCBs.

By surveying organizations, the paper attempts to extend and validate previous research in ethical branding by proposing an additional empirically grounded conceptual model of “the conscientious dimension” of corporate brands.

The CCB model was tested on a sample of small-, medium- and large-sized companies in Canada, which may indicate less generalizability to larger companies or in other countries and contextual settings.

The CCB-framework provides insights into the relationship between the natural environment, climate change and corporate codes of ethics, which organizational managers might relate to their organization.

This empirical study extends previous research by studying the willingness among business managers to support aspects of conscientious corporate brands (CCBs) in business-to-business relationships: when considering the impact of their brands on the natural environment and climate change, and when considering their corporate codes of ethics. Such findings imply that ethical conscientiousness is not just a rider to brand value; rather, it is an integral dimension in the manufacturer-supplier relationship.

This study seeks to examine the key role of opportunism in business relationships relative to environment uncertainty (i.e. competitive intensity and market turbulence), bonding structure (i.e. specific assets and dependence), and relationship quality (i.e. trust and commitment).

Initially, informants were contacted by phone and a total of 581 surveys were mailed to small‐ and medium‐sized manufacturers asking them to answer questions about their suppliers. In total, 212 surveys were returned generating a response rate of 36.5 percent. To test the measurement properties and hypothesized relationships between the constructs in focus, confirmatory factor analysis and structural equation modelling were used.

The results supported all six hypotheses. The principal findings are competitive intensity leads to market turbulence and market turbulence, in turn, is positively associated with opportunism; specific assets leads to dependence and dependence is, in turn, positively associated with opportunism; and supplier opportunism is negatively associated with both trust and commitment.

The research model tests a sample of business relationships between small‐ and medium‐sized manufacturers and their suppliers in Norway. Findings may not be generalized to larger companies in other countries.

The results are of interest to manufacturing executives since they provide a framework of contextual variables and relational characteristics that need to be considered in corporate efforts to control supplier opportunism.

This study is unique in testing key constructs of two important theories of business marketing – transaction cost analysis and social exchange theory (i.e. relationship quality) rarely, if ever, used in the same empirical study.