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EXPORT MANAGEMENT COMPANIES: THE IMPLICATIONS FOR DEVELOPING THE AMERICAN EXPORT TRADING COMPANY

Nicholas C. Williamson, Daniel C. Bello

International Marketing Review

ISSN: 0265-1335

Article publication date: 1 April 1984

463

Abstract

The instability of the relationships which Export Management Companies have with their Manufacturer‐Suppliers is, perhaps, the most pressing problem which the EMCs have in their long‐term development as viable export marketing channel entities. Three different variables were empirically tested as possibly affecting the stability of EMC/M‐S relationships: (1) the “operating arrangement” which the EMC has with the M‐S; (2) whether or not the EMC “takes title” to products which it markets abroad; and (3) the size of a given M‐S's export sales generated by the EMC. All three variables were shown to affect the stability of the EMC/M‐S dyadic relationship.

Citation

Williamson, N.C. and Bello, D.C. (1984), "EXPORT MANAGEMENT COMPANIES: THE IMPLICATIONS FOR DEVELOPING THE AMERICAN EXPORT TRADING COMPANY", International Marketing Review, Vol. 1 No. 4, pp. 24-39. https://doi.org/10.1108/eb008261

Publisher

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MCB UP Ltd

Copyright © 1984, MCB UP Limited

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