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This study examines the potential of foreign business-to-business (B2B) firms to select high-status local partners in emerging markets to achieve positive relationship outcomes. Because a domestic firm’s high status may also promote opportunism, the study also examines if the foreign B2B firms may mitigate such behavior through either or both transaction-specific investments (TSIs) and socialization.

The research is conducted via a model that suggests a positive correlation between high local partner status and the focal relationship outcomes and the moderating effects of structural TSIs and social governance systems. The model was developed and empirically tested using data collected from 96 foreign firms operating in China.

Using multiple regressions, the findings suggest that foreign B2B firms are likely to achieve more beneficial relationship outcomes with high-status local partners. Standing alone, foreign B2B firms’ TSIs mitigate the positive relationship outcomes, whereas their socialization with the high-status partners enhances the beneficial outcomes. Most importantly, combining socialization with TSIs increases beneficial outcomes.

This study adds to B2B marketing, status theory and the application of transaction cost economics (TCE) and social exchange theory to foreign-local B2B exchange relationships in emerging markets. The findings confirm the attractiveness of high status in emerging markets by exploring how the selection, formation and chosen B2B governance processes may lead to competing outcomes of opportunism or success. Future research will benefit from simultaneously securing data from both sides of the dyad.

The paper suggests that foreign B2B firms consider high status as a key criterion in selecting local partners in emerging markets and the importance of managing high-status partners’ potential opportunism by effective governance mechanisms.

This study is one of the first to apply and explore the workings of status theory in the foreign-local B2B partner selection process and relationship outcomes in emerging markets and thereby contributes to B2B marketing, status theory and both TCE and social exchange theories in the focal foreign-local B2B context.

The purpose of this paper is to evaluate empirically the impact of intrafirm resources, interfirm relationships, and logistics service capabilities on logistics performance (LP) in the context of container logistics.

Factor analysis was employed to identify the key intrafirm resources (i.e. tangible assets and intangible assets), interfirm relationships (i.e. communication (COM) and long-term relationships), logistics service capabilities (i.e. service efficiency, service reliability, service flexibility, and value-added service), and LP dimensions. Data were collected from a survey of container shipping service providers, and were analyzed by a structural equation model to test the research hypotheses.

The findings show that interfirm relationships and logistics service capabilities act as mediator variables between intrafirm resources and LP.

The results of this research support the application of the general theory on firm-level performance and the resource-based view (RBV) as a lens through which LP can be achieved via logistics service capabilities. In addition, the findings lend empirical support to the capability-building view, which asserts the importance of resource investment and relationship maintenance, and the development of distinctive capabilities to enhance performance.

Container logistics operators should not view their intrafirm resources (including logistics information technology and teamwork organizational culture) or interfirm relationships (including informal COM with key stakeholders and evergreen relationship with key stakeholders) separately; instead, a systems approach should be used.

This research updates the RBV theory by clearly indicating that the overall performance of shipping firms cannot be decided solely by the firm’s own resources. Interfirm relationships and logistics service capabilities are found to be powerful moderators which help shipping firms allocate their resources effectively and thus improve their LP.

While previous studies have focused on identifying management control (MC) mechanisms in international construction joint ventures (ICJVs), the impacts of such MC mechanisms on the performance of ICJVs remain largely unknown. This study aims to investigate the impacts of MC mechanisms on the performance of ICJVs hosted in the developing country of Ghana.

Through a comprehensive review of the literature, a theoretical model was developed, and data were collected through a questionnaire survey with 190 project managers composed of Ghanaians/locals and their foreign partners of ICJVs. The data were analyzed using partial least squares structural equation modeling.

Results showed that both personnel and support and training control mechanisms have a positive and significant impact on project and company/partner performance. Surprisingly, insignificant and negative impacts exist between both mechanisms and socioenvironmental and company/partner performance from the local partners' view, respectively; the reverse is rather true from the foreign partners' perspective.

This study contributes to the ICJV body of knowledge by analyzing the impacts of MC mechanisms on the ICJVs’ performance, enabling ICJVs frontliners (i.e. top managers) and project managers to better enhance their control structures and the ICJVs’ performance.

This is arguably the first study to take the bipartite perspective rather than the unilateral view of studying the impacts of MC mechanisms on the performance of ICJVs.

The purpose of this study is to investigate whether banks are needed as partners for internationalising small and medium‐sized enterprises (SMEs) and, if so, in what ways they affect SMEs. The purpose can, in a wider sense, shed light on institutions' intermediating functions for transactions in the economy, both locally and internationally.

A questionnaire was distributed to Swedish SMEs involved in international activities. A sample of 318 SMEs was used. The results are presented as descriptive statistics and by using t‐tests.

The findings show that banks are the least used source of information for internationalising SMEs. The results also show that banks do not participate in SME business networks when SMEs are internationalising. SMEs that have been dependent on banks when developing their international business relationships, however, tend to have previously depended on the bank when conducting business.

It is believed there is much to be gained, both for SMEs and banks, in developing their business exchange and reciprocal understanding. The bank can make SME international operations and financial situations flow more efficiently. This in turn may improve SME growth, thus creating more business opportunities between banks and SMEs.

The study fills a gap in the literature and knowledge concerning banks' effects on SMEs' internationalisation.

In an international setting, the potential conflict between the trading partners is thought to be more acute than in the domestic market, as cultural distance and ensuing misunderstandings make trading relations more complicated and demanding: the international marketer is confronted with the challenges of not only understanding the culture but also interpreting the local market information. This situation is often aggravated by limited resources put into the international marketing endeavour by the marketer.

This paper investigates the role of the foreign local middleman in the information flows between the market and the exporter. Whereas a number of studies have examined the information behaviour of exporters (Benito, Carl, & Lawrence, 1993; McAuley, 1993; Hart, Webb, & Jones, 1994; Diamantopoulos og Souchon, 1996, 1997, 1998), limited attention has been given to the role of the local foreign partner¹ in this context. Once established in a market with a foreign intermediary as a partner, there are at least two reasons why information is needed by the exporter. First, the scope as well as the extent of information needed will depend upon the functional “division of labour” between the exporter and the middleman. The less responsibility left to the partner the more information is needed by the exporter to make appropriate decisions. Second, the exporter may want information to control the performance of the partner. Fear of opportunistic behaviour is the driving force in the latter case.

Prior studies of competitive dynamics in emerging economies restricted their attention to how the multinational enterprise (MNE) initiates actions against the domestic firm in the market environment with no regard for the home-host relations. By contrast, this study aims to investigate how the domestic firm challenges the MNE in the non-market environment when there is home–host political hostility.

The authors conducted a case study of non-market rivalry between an MNE from the Taiwan region and a domestic firm on the Chinese mainland in the period 2004–2008.

Riding the home–host political hostility, the domestic firm mounted political tactics against the MNE on two fronts. It lobbied the government for identity-targeted policy changes, which demanded state-funded clients buy only from domestic suppliers. It also unethically spread identity-targeted political rumors to vilify the MNE in the local society. The MNE defended itself against the unfavorable policy by engaging in identity work of restructuring its distribution channels to conceal its “foreign” (non-domestic) identity. To fight off the rumors, it built a corporate citizen identity by identity work of aligning corporate social responsibility and research and development with local policy priorities.

The authors broaden the concept of competitive aggressiveness to include non-market actions, particularly unethical ones targeting a rival’s identity. The authors contribute to identity work scholarship by pinpointing an unrecognized phenomenon – high-effort identity work, used by the MNE as a defensive response. The emergent findings develop a moral perspective on non-market rivalry.

The purpose of this paper is to examine influence strategies in organization-stakeholder relationships, by examining the National Basketball Association (NBA) and Anschutz Entertainment Group’s (AEG) involvement in the operations of MasterCard Center in Beijing, China.

Using Frooman’s model of stakeholder influence strategies, a case study of AEG and the NBA China was undertaken, relying on archival sources and interviews with key stakeholders.

The study produced two major findings. First, Bloomage employed different influence strategies to press the NBA and AEG to further reduce their involvement in the MasterCard Center’s operations. Second, Bloomage used cultural differences to justify the need to reduce its reliance on the NBA and AEG.

The study adds to the literature on stakeholder theory and sport organizations by examining organizations establishing themselves in foreign markets, and the influence strategies employed by key local stakeholders.

The aim of this study is to provide a methodical, analytical, and focused review of international strategic alliance (ISA) studies examining empirically behavioral attributes' performance outcomes.

This study centers on an integrative analysis of 41 studies investigating the performance relevance of behavioral attributes. After developing a conceptual framework, which included two categories of these attributes – relationship capital (i.e. trust and commitment) and exchange climate (i.e. cooperation, communication, and conflict reduction) – the methodologies of the studies were profiled and their empirical findings aggregated. The accumulated effect of each behavioral attribute on performance and extent to which this effect varies in relation to ISA geographic location and type and study operating period was examined.

The review suggests that while there are direct links between behavioral aspects and alliance performance, the strength of these varies across the two categories. Of the relationship capital and exchange climate aspects, commitment and cooperation, respectively, prove most consistently positively linked to performance. Still, the results for all the behavioral attributes appear more consistent when taking the study context into consideration.

Empirical research on behavioral attributes' links to alliance performance is still at an early stage of development and assertions concerning relationship management offering the key to ISA success are somewhat premature. Improvements need to be made in terms of conceptualizations, research designs, and analytical techniques used if the field is to build concrete theory on the subject.

It would appear that the behavioral paradigm can be relied on to pay‐off in alliances involving only DC partner firms and/or a cooperative agreement structure, but should be applied more cautiously and selectively in LDC‐DC and/or formal joint venture partnerships.

This is the first review exercise focused on providing fine‐grained insights covering the complexity of the burgeoning literature on the behavioral paradigm's performance relevance in ISAs.

The last two decades have witnessed a substantial increase in the body of research on the theoretical perspective of the performance of international joint ventures (IJVs). However, the evidence on the antecedents of IJVs performance is inconsistent. The purpose of this paper is to critically review the quantitative studies on the antecedents of the performance of IJVs to identify the research gaps in this area and to prepare a future research agenda using the theory, context, characteristics and methodology (TCCM) framework.

Meta-Analysis review is conducted on 97 papers from A*, A and B category journals from the Australian Business Deans Council (ABDC) Journal Quality List.

The results reveal the homogeneity in antecedents such as administrative distance, BOD (board of directors) involvement, resource interdependency, flexibility, learning, competitive overlap, cultural distance, R&D (research and development) intensity, contract, relatedness, the existence of a local IJVs partner, trust, operational experience, partners capability, size asymmetry, goal congruency, capital adequacy, economic distance and heterogeneity in the antecedents such as equity ownership, commitment, control, cooperation and conflict are heterogeneous.

This review seeks to provide deeper insights, which help us to contribute toward the development of the research field of antecedents of the performance of IJVs. The authors have synthesized 97 independent samples with a total sample size of 52,268.