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    Title: Determinants of joint action in international channels of distribution: The moderating role of psychic distance
    Authors: Johnston, Wesley J.;Khalil, Shadab;Jain, Megha;陳梅霞;Cheng, Julian Ming-Sung
    Contributors: 淡江大學國際觀光管理學系
    Keywords: interchannel communication, trust, satisfaction, joint action, psychic distance
    Date: 2012-09
    Issue Date: 2012-12-19 11:23:01 (UTC+8)
    Publisher: Chicago: American Marketing Association
    Abstract: Joint action, a key element of relational exchanges, has largely been ignored in the international channel literature, and not much is known about the determinants of joint action in cross-border exchanges. In view of this, the authors investigate the role of interchannel communication in motivating buyers for joint action in cross-border channel exchange relationships. The authors also propose and examine the moderating effect of psychic distance, a crucial aspect of cross-border exchanges. They use partial least squares to analyze survey data collected from Taiwanese importers, and the findings reveal that trust and satisfaction fully mediate the relationships between frequent and bidirectional communication and joint action. The authors also confirm the detrimental moderating impact of psychic distance on the relationships between communication facets and relational mediators (trust and satisfaction). However, psychic distance does not hinder the relationships between the relational mediators and joint action. The research provides insights into two underresearched areas—namely, joint action and intercultural communication—and advances theoretical understanding on how to encourage joint action in psychically distinct buyers and sellers.
    Relation: Journal of International Marketing 20(3), pp.34-49
    DOI: 10.1509/jim.11.0178
    Appears in Collections:[國際觀光管理學系] 期刊論文

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