Communication in international business-to-business marketing channels

Sourcing complexity in the Chinese manufacturing sector: An assessment of intangible factors and contractual relationship strategies

“…Literature suggests that in a direct purchasing environment (DPS) personal relationships and communication enhance the trust building process even in a highly diverse cultural context (Rosenbloom and Larsen, 2003). In their study van-Everdingen and Waarts (2003) found that very few OEMs insist on choosing an IPO as a preferred purchasing channel.…”

Disintermediation in Business-to-Business Service Channels: Mechanisms and Challenges

“…These technologies are merely enablers that must operate together with organizational, relational and human resources (Michelino et al 2008), and technology-enabled contact must often be supplemented by "human" engagement (Rosenbloom and Larsen 2003). Our empirical data largely supported the resource coordination challenge; technical processes and integration with other resources were emphasized as important challenges.…”

International Channels of Distribution: A Classification System for Analyzing Research Studies

“…That is, not only is the amount of infonnation exchange growing, but so to is its importance. While e-commerce can certainly be considered a new medium (Cateora and Graham 1999;Cort 1999;Rosenbloom and Larsen 2003), it is the heightened transparency (reduced information asymmetry) among economic actors that is revolutionary. That manufacturer, distributor, and customer can communicate more freely is altering economic behavior and the way in which value is assessed.…”

“…Johnson et al (1993) look at the exercise of power in US-Japanese interfirm distribution channel relationships. Rosenbloom and Larsen (2003) extend cultural distance to the context of international business-to-business e-commerce marketing channels. "Findings show that there is a relationship between culture and channel communication" (Rosenbloom and Larsen 2003: 309).…”