Why do firms that make specific downstream investments as they start international operations, sometimes turn to more market-like arrangements as they gain international experience and their international sales increase? This paradox in international marketing is the key question to be addressed...

This paper focuses on inter-firm transactions in international distribution channels. Special interest is paid to the governance of inter-firm transactions. We argue that price, authority and trust represent different governance mechanisms, which can be combined into a governance vector. Price...

This study explores the interaction effect of bilateral dependence and relationship duration on contractual coordination. In particular, the study compares how the allocation of specific assets, unilateral or mutual, affects contractual coordination across buyer-seller relationships with a short...

This paper outlines bilateral strategic position as a framework from which to assess MNC-host country relations. Strategic position is implicated as a determinant of host country policy and MNC strategy. A case description of the Norwegian oil industry is offered to illustrate the interaction of...