High-tech ventures with limited export marketing resources can compete in overseas markets by building relationships with export intermediaries. Although export relationships are strategically important, there is little understanding of the value that these relationships can create. The present...

Exporters often suffer from cross-national distances and possess insufficient resources such as knowledge of internationalization. These exporters can have a partnership with export intermediaries that possess relationship marketing competence. Few studies, however, have explained export...

Export-relationship marketing is increasingly crucial to export performance. Among a wide variety of strategic options for developing export relationships, exporter-export intermediary relationships are a prevalent option for success in export marketplaces. Recent research has given little...

Purpose A appreciable number of exporters have successfully developed their markets in foreign countries although they have little prior experience in those countries. Advocating that indirect learning plays a crucial role in explaining this phenomenon, the purpose of this paper is attempted to...