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- W1969881165 abstract "The purpose of the study is to examine the impact of channel governance structure on export performance ex post. The study surveyed 105 foreign buyers of crane services from five countries and used MANOVA to test the effects of channel governance structure on export short term and long term performance outcomes. The study found that short term profitability was higher for indirect distribution channel arrangements while longer term outcomes of buyer economic satisfaction and loyalty were higher for direct. The results suggest that exporters are more likely to achieve immediate financial objectives with the support from indirect channels; however, long term objectives are more effectively achieved through direct channels." @default.
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- W1969881165 date "2015-02-01" @default.
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- W1969881165 title "Direct or indirect channel structures. Evaluating the impact of channel governance structure on export performance" @default.
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- W1969881165 doi "https://doi.org/10.1016/j.ibusrev.2014.07.002" @default.
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