Type of Document	Dissertation
Author	Kuhlmeier, David B
URN	etd-11102005-151544
Title	The Effect of Internet Technology in the Exporter-Distributor Relationship
Degree	Doctor of Philosophy
Department	Marketing, Department of
Advisory Committee	Advisor Name Title Gary A. Knight Committee Chair Charles Hofacker Committee Member Larry Giunipero Committee Member Lee Stepina Committee Member
Keywords	Exporter-Distributor Relationship Internet Technology
Date of Defense	2005-10-03
Availability	unrestricted
Abstract The effect of Internet technology use on the relationship between U.S. exporters and their overseas distributors is investigated. This study examines the effects Internet technology may have on the quality of communication, the quality of relationship, the level of distributor motivation, and distributor performance. Results of a study of 261 exporting manufacturers from across the United States suggests that Internet technology has a positive effect on the quality of communication between exporters and distributors. However, for that increase in communication quality to affect distributor performance, it must be mediated by either a) distributor motivation through cooperation in the relationship, or b) commitment in the relationship. Results also suggest that the role of trust in the exporter-distributor relationship may not be as vital as previously thought. These results are discussed with regard to their theoretical and practical implications.
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