Applications of Agency Theory in B2B Marketing: Review and Future Directions

Banerjee, Ranjan; Bergen, Mark; Dutta, Shantanu; Ray, Sourav

doi:10.4337/9781781002445.00011

Cited by 4 publications

(8 citation statements)

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“…In line with Banerjee et al (2012), we contend that export price manipulations can be assimilated to the provision of incentives to the importer by the exporter because they allow the exporter to offer supplemental revenues to the importer. Indeed, by manipulating crossborder prices, exporters can increase the gains that their distributor achieve with their products to a level that is superior to what the reseller's alternative suppliers can offer.…”

Section: Theory and Hypothesesmentioning

confidence: 99%

“…The agency theory perspective suggests that export price manipulations can be understood as incentives (Banerjee, et al, 2012). Thus, price manipulations can be effective only if the importer perceives them as appropriate and increases its efforts.…”

Section: Theory and Hypothesesmentioning

confidence: 99%

“…However, to the best of our knowledge, the influence of pricing on agency issues has not been investigated in an export channels context. Yet Banerjee et al (2012) contend that price premiums can be used to manage channel relationships.…”

Section: Theory and Hypothesesmentioning

confidence: 99%

“…Some authors therefore speak of a customer relationship between the exporter and the importer (Lye & Hamilton, 2001;Solberg & Nes, 2002). Consequently, the exporter may use its pricing policy to motivate the support for their business relationship (Argouslidis & Indounas, 2010;Banerjee, Mark, Dutta, & Ray, 2012;Cavusgil, 1996;Rosenbloom, 1990;Samiee, 1987).…”

Section: Introductionmentioning

confidence: 99%

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Pricing to manage export channel relationships

Obadia¹,

Stöttinger²

2015

International Business Review

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Section: Theory and Hypothesesmentioning

confidence: 99%

Section: Theory and Hypothesesmentioning

confidence: 99%

Section: Theory and Hypothesesmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Pricing to manage export channel relationships

Obadia¹,

Stöttinger²

2015

International Business Review

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“…Hence, to manage the export channel relationship via overseas importers successfully, exporters must overcome this internal competition and motivate the importers to dedicate appropriate efforts to promote their products (Obadia and Stottinger, 2015). Exporters must provide the importers with superior benefits and keep the working network fruitful and progressive (Obadia and Stottinger, 2015;Argouslidis and Indounas, 2010;Banerjee et al, 2012;Cavusgil, 1996;Hallén, Johanson, and Seyed-Mohamed, 1991;Rosenbloom, 1990).…”

Section: Introductionmentioning

confidence: 99%

The Performance of an Importer in Mediating the Influence of Export Incentives on the Performance of an Exporter

Suwannarat¹

2021

IJEBA

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Findings: A full mediation of the role performance of an importer on the impact of export incentives on the performance of an exporter has been found. Also, export incentives in the types of non-monetary incentives of creditable channel policies and monetary incentives as price and financial issues have significantly and positively affected on the role performance of an importer. Practical Implications: Present and future exporters can benefit from the results of this study by utilizing proper export incentives to motivate importers in promoting and supporting sales of exporters internationally since the role of an importer is so vital for the success of exporters. Firm executives and policy makers also benefit from the findings of the study since an awareness of the determinants of the role performance of an overseas importer, especially the export incentives, could facilitate firms' strategies. Originality/Value: The study provides the original insights in illustrating the mediation effect of the role performance of an importer on the impact of export incentives in the forms of monetary and price issues and non-monetary issues over the performance of an exporter.

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The moderating role of trust in influencing the effectiveness of export incentives of exporters in the ASEAN

Suwannarat

2022

JABS

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Purpose This study aims to determine the moderating role of trust on the influence of export incentives over importer role performance. The mediating role of importer role performance and the impact of export incentives on exporter performance have also been investigated. Design/methodology/approach This study used survey as the main data collection method to obtain data from 105 executives of exporting firms. An official database of export firms was provided to this study by the Department of Export Promotion, Ministry of Commerce of Thailand. Findings Significant partial moderation effect of trust on the impact of export incentives over importer role performance has been seen. Also, this study found a partial mediating role of the importer role performance in mediating the association of export incentives and exporter performance. In addition, export incentives in the form of credible channel policies and price and financial incentives have been found to have a significant positive effect on importer role performance. Practical implications This study will be of practical value for practitioners or managers of export firms because it is essential to enhance trust with importers and select the appropriate export incentives for importers. This could enhance competitiveness of the export firms. Originality/value This is an original attempt to investigate the role of trust as moderator in influencing the impact of export incentives on importer role performance. Also, this study initially ascertains the mediating effect of importer role performance in mediating the effectiveness of both monetary and non-monetary incentives on exporter performance.

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Applications of Agency Theory in B2B Marketing: Review and Future Directions

Cited by 4 publications

References 0 publications

Pricing to manage export channel relationships

Pricing to manage export channel relationships

The Performance of an Importer in Mediating the Influence of Export Incentives on the Performance of an Exporter

The moderating role of trust in influencing the effectiveness of export incentives of exporters in the ASEAN

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