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

Ensign, Prescott C.

doi:10.1108/1525383x200600015

Cited by 6 publications

(3 citation statements)

References 100 publications

(140 reference statements)

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“…QiaoLinx was designed to help executives bridge the cultural gap and facilitate the establishment of personal relationships. Their services differed significantly from channel partners (export brokers, sales representatives or distributors) who acted as third parties or intermediaries but did little to help in fostering business relationships (Ensign, 2006). Third party brokers also presented other problems such as selecting the right sales rep or distributor and negotiating a contract.…”

Section: Brian Addedmentioning

confidence: 99%

QiaoLinx Inc.: assisting Canadian firms build successful business relationships in China

Ensign

Scopelliti

2020

JRME

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Purpose This paper aims to present the challenges faced by a small startup as entrepreneurship and marketing intersect to influence the success or failure of the venture. The entrepreneurial marketing focus of the case provides a deeper understanding of the practice-based interface of these two disciplines. The case focuses on the vision of two entrepreneurs and how they use the value creation process of opportunity recognition, evaluation and development to design a consulting service for Canadian firms that want to do business in China. It also provides insight on the difficulty of creating, communicating, selling and delivering a new consulting service to the Canadian business community. Design/methodology/approach The case is based on extensive interviews with QiaoLinx Inc.’s founders, relevant others and secondary data including press releases, social media and promotional material. Findings The events, issues and questions presented to track the entrepreneurial actions and marketing process of a startup from concept to market to tipping-point. The case is intended to serve as an instructional platform that encourages deductive reasoning in analyzing and synthesizing the application of entrepreneurship and marketing theories. Originality/value This teaching case can be used in undergraduate or graduate courses in entrepreneurship, marketing, new venture creation and international business. Researchers, faculty, practitioners and students can use the case to engage in a discussion on the underlying theories of entrepreneurship and marketing.

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Section: Brian Addedmentioning

confidence: 99%

QiaoLinx Inc.: assisting Canadian firms build successful business relationships in China

Ensign

Scopelliti

2020

JRME

Self Cite

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“…Sales channel can be regarded as the process of transferring particular products or services from producers to consumers (El-Ansary and Stern, 1972). Ensign (2006) has suggested that how channel members perceive, build, and deal with relationships that exist within the channel are crucial. Makhura (2001), Dossa et al (2008), Millar and Photakoun (2008), Mertz et al (2009), Ampaire and Rothschild (2010) and Namonje-Kapembwa et al (2016), in their studies, have mentioned sales channels where animal producers feel it is relatively easier to access, participate, negotiate and sell.…”

Section: Sales Channel Conveniencementioning

confidence: 99%

The Transaction Cost Theory :A Field Research on Small-Scale Animal Producer S

Yasan¹

2018

JGSM

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This study aims to explain Turkish small-scale animal producer's commercial helplessness while exploring the attributes resulting in high transaction costs. It also investigates producer's need for an integrated meat-processing plant in the Anatolian city of Eskişehir in Turkey. A field research was conducted on randomly selected 857 small-scale animal producers in the region. A structural equation model is constructed so as to precisely test the attributional influences of producer's commercial helplessness on sales channel mistrust and need for an integrated meat-processing plant; as well as these of sales channel convenience and commercial helplessness on transaction cost. Exploratory and confirmatory factor analyses were employed. The final measurement model was developed by secondorder confirmatory factor analysis. The findings have shown that commercial helplessness was positively influenced by need for plant and sales channel mistrust while it positively ad significantly affects transaction cost. In addition, sales channel convenience is found to have a significant effect on "transaction cost" in the negative direction. Collectively, these findings suggest that there is a need for establishing an integrated meat-processing plant in the region.

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“…A firm needs to address some basic distribution decisions in order to achieve its distribution objectives. In both domestic and international channel context, designing and managing channels of distribution are accepted as the two most fundamental and strategic decisions (see, among others, Ensign, 2006; Rangan et al , 1992; Rosenbloom et al , 1997). This is because well implemented design and management policies help the firm in the attainment of differential advantage (see Mehta et al , 2002; Pelton et al , 2002).…”

Section: Theoretical Background and Research Questionsmentioning

confidence: 99%

The glocalisation of channels of distribution: a case study

Jain

Khalil

et al. 2012

Management Decision

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Purpose -This study aims to provide insights into glocalisation of international channels of distribution. The study also seeks to identify the key principles and patterns of glocalisation in general. Design/methodology/approach -The authors utilise the single case study approach to study glocalisation in international channels of distribution by conducting in-depth interviews with the firm's senior executives. Findings -Results reveal that the firm employs glocal channels of distribution strategies. The study specifically identifies two types of glocalisation: inter-decision and intra-decision, and it is found that the firm follows a combination of both. The findings also suggest that the decision on how to glocalise channel strategies is based upon the firm's global practices as well as several local conditions specific to individual markets. Practical implications -The study concludes that there is no uniform formula to pursue glocalisation. Firms may choose to pursue inter-decision or intra-decision glocalisation, or a combination of both. However, the decision should be based on a careful assessment of the firm's global philosophy, the channel decision involved, and ground realities in each market. Originality/value -The study shows how glocalisation can be applied to international channel strategies. The study fills the gap in prior literature by throwing light on the lesser understood "global dimension" of a glocal strategy. The study may be the first to identify different types of glocal strategies and thus offers relevant insights into the concept of glocalisation. The study also adds to the limited knowledge on practicable application of glocalisation among both academics and practitioners.

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

Cited by 6 publications

References 100 publications

QiaoLinx Inc.: assisting Canadian firms build successful business relationships in China

QiaoLinx Inc.: assisting Canadian firms build successful business relationships in China

The Transaction Cost Theory :A Field Research on Small-Scale Animal Producer S

The glocalisation of channels of distribution: a case study

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