Buyer-seller relationships along channels of distribution

This paper uses a conceptualization of the IMP model of buyer-seller interactions in examining the stability of relationship-building constructs at different levels of a traditional distribution channel. It examines the relative importance of five constructs as determinants of upstream (i.e. with suppliers) and downstream (i.e. with customers) business relationships and tests for possible misalignment between channel intermediaries. The findings offer empirical support for the model structure and the functional perspective of channel structures is employed in explaining differences. In addition, this research provides considerable evidence to suggest that there is greater emphasis placed in the development of relationships with customers than suppliers.     

International market segmentation and Eurodebt issues

Implications of capital market segmentation for international capital structure (ICS)—capital structure consisting of equity issued in one country and debt issued in another—are examined. Necessary conditions for the emergence of ICS are analyzed under two options for debt issues (foreign debt and Eurodebt) and comparisons are made. It is shown that in cases where the project cannot support an ICS including foreign debt Eurobonds can be issued and would be profitable.     

The share of small and medium-sized enterprise in Greek manufacturing

This paper examines the determinants of small establishment shares in Greek manufacturing and compares the results to previous findings for U.S. small firms. Two groups of explanatory variables are used: Industry variables and small-firm performance variables. Both types of variables are found to have an impact on the determination of small firms shares, with performance variables being at least as strong as industry variables. Measures of entry barriers give mixed results. Capital intensity exercizes an expected negative impact. Advertising intensity shows a trace of positive impact for medium-sized establishments in consumer goods sectors. Operating efficiency of small firms also appears as a strong influence on their shares whereas investment intensity does not appear significant. These results are in partial agreement to earlier findings for U.S. small firms. Their generality is tempered both by the fact that they come from a small country of middle level of development and by the recognition that the year of observation (1983) was at the start of Greece's industrial adjustment to entry in the EEC. Both these concerns constitute areas of future research.