PurposeThe purpose of this paper is to consider the impact of the entry of international wholesalers upon existing fast moving consumer goods (FMCG) channel structures and the relationships between channel members in Pakistan.Design/methodology/approachThe paper draws on primary and secondary data. Industrial and published sources are used to describe the retail industry and traditional channel structures in Pakistan. Semi‐structured interviews with industry experts and channel participants (manufacturers, distributors, local and organised wholesalers and retailers) over the period illustrate the perspectives of different channel members.FindingsAlthough currently holding small market share, the entry and growth of international, consolidated wholesale has opened alternative channel structures. This poses a threat to some channel members and creates relationships that alter the distribution of power in the channel. In this fluid situation, there is the possibility of substantial change in Pakistan's FMCG retail.Research limitations/implicationsThe nature of the Pakistan retail market creates difficulties in compiling statistics or generalising from observations. The paper uses published statistics, industry reports and interviews to nevertheless be able to comment on this important market.Originality/valueThe paper looks at an under‐researched market and comments upon the first steps in that market towards consolidation and internationalisation. In looking at the reactions of extant market players to this recent development, the paper provides useful insight and guidance to those (manufacturers, retailers and analysts) interested in retail in Pakistan.

PurposeThe purpose of the study is to test the effect of relationship managerial behavior (i.e. managerial coaching) on frontline employee performance (i.e. sales performance) and the mediating effect of employee's relationship behaviors (i.e. customer orientation and adaptive selling) in a Chinese banking environment.Design/methodology/approachData were collected using a survey from 242 frontline employees working at a large commercial bank in Dalian (China). Measures on managerial coaching, customer orientation, adaptive selling and sales performance were adapted from the literature. Data were analyzed using structural equation modeling in AMOS 26.FindingsResults indicate that (1) managerial coaching positively affects employee customer orientation, (2) employee customer orientation positively affects employee adaptive selling behavior and (3) adaptive selling behavior positively affects sales performance. Bootstrap analysis confirmed the significance and stability of all the direct paths (suggesting that every mediator fully mediates the effect of its antecedent on the criterion) but none of the indirect paths found support (full mediation model).Research limitations/implicationsThe study makes a contribution to the nomological network of managerial coaching by introducing a construct that has not been used previously (i.e. employee adaptive selling behavior) and testing its relevance in a commercial setting.Practical implicationsThe results suggest that (1) managerial coaching is a central managerial behavior for companies that would like to implement a relationship marketing strategy because it helps promote specific employee relationship behaviors like customer orientation and adaptive selling, (2) there seems to be little cultural differences in the banking industry between the Chinese and the Western banks, suggesting that coaching and other management tools can be transferable from one culture to the other and (3) that coaching is an effective tool to help employees achieve higher sales performance.Originality/valueThe paper contributes to the literature on the use of managerial coaching in commercial areas to increase frontline employee relationships behaviors. The identification of adaptive selling as a mediator is an original contribution because it has received little attention in scientific research. Additionally, the use of a Chinese sample of bank employees responds to recent call for more research in cross-cultural settings.

What shapes micro-political contest in the subsidiary of a multinational corporation? We use observational and interview data from a Pakistani subsidiary of a global company to address this question. We trace debate surrounding the entry of modern (self-service) retail through multiple voices. Following postcolonial theory, we show how top management create a narrative that combines the progressiveness of modern retail with the locally salient discourse of izzat/honour. This hybrid narrative defines the terrain and terms of micro-political contest for all others in the subsidiary. Our analysis shows how some workers adapt this hybrid story to support their interests, whilst the attachment of izzat to the modern restricts the possibility of resistance for others. We examine how the narrative enables the establishment of an elite and a dominated group. The postcolonial approach allows us to argue that the subsidiary is a specific site of micro-political struggle where both geo-political factors and relationships with other parts of the multinational corporation shape micro-political processes.

The article explores hegemony in bottom-of-the-pyramid (BOP) marketing, specifically rural distribution schemes operated through women. Using Laclau and Mouffe's theory of discourse, the article considers the joint articulation of 'women entrepreneurs' through analysis of the Unilever Shakti system. It argues the discourse shapes subject positions, prescribes conduct and defines actors and the relationships between them. Discursive construction of entrepreneurs and empowered mothers obscures to an extent, economic aspects of the arrangement. It also imposes new forms of conduct without unsettling traditional hierarchies. Further research is needed in relating such schemes both to western forms of distribution and to other forms of market and models of distribution in BOP locations.

Purpose This paper compares the performance and volatility of the Toronto Stock Exchange in Canada and the Karachi Stock Exchange in Pakistan, as well as the sensitivities of the two stock exchanges to major global events. The purpose of this paper is to assist the Pakistani immigrants in Canada in their investment decisions. Design/methodology/approach This paper uses the generalized autoregressive conditional heteroskedasticity model to estimate volatility of the two stock exchanges. Moreover, the mean adjusted returns approach associated with the event study methodology is used to find out the impact of major global events on these stock exchanges. Findings The study finds that the Toronto Stock Exchange outperforms the Karachi Stock Exchange in the pre-September 11 attack period, while the latter outperforms the former in the post-September 11 attack period. The study also shows that there has been a significant improvement in the risk-adjusted return of the Karachi Stock Exchange in the post-September 11 attack period. Moreover, this paper finds that the impact of major global events is more significant on the Toronto Stock Exchange relative to the Karachi Stock Exchange on the event date. Originality/value This paper is one of the very few to analyze and compare stock performances from the perspective of immigrant communities. The paper is valuable for Pakistani immigrants living in Canada or any investors interested in Karachi Stock Exchange and its comparison with Toronto Stock Exchange. Moreover, the paper can be of value to the Pakistani Government in terms of their promotional activities.