This article examines industrial channel management in an international context by analysing whether the industrial firm performs export functions itself or whether it transfers these functions to an export middleman. Export theory suggests that certain firm and market characteristics determine...

Although instability characterises export channels, little research has examined the interfirm evaluations that are related to a manufacturer′s continued use of export middlemen. In this research, a manufacturer′s evaluations of its international intermediary are divided into performance,...