Marketing Channel Management by Multinational Corporations in Foreign Markets

Rajdeep Grewal, Amit Saini, Alok Kumar, F. Robert Dwyer, Robert Dahlstrom

Journal of Marketing · 2018 · Volume 82 · Issue 4

Abstract

Multinational corporations (MNCs) are adopting increasingly diverse and complex marketing channels to sell their products worldwide. They strive to manage channels that confront diverse demands from headquarters, foreign subsidiaries, and local partners as well as complex market environments. Because extant research on MNCs’ marketing channels is sparse, the authors propose an organizing framework to spur and guide research on MNC channel management. As a meta-theory that integrates economic and social elements of MNC channel management, the political economy perspective is used to propose two testable frameworks pertaining to determinants of (1) MNC marketing channel structures and processes and (2) MNC marketing channel outcomes. Building on these frameworks, the authors advance a research agenda to test substantive relationships, elaborate new constructs, and illustrate new contexts pertaining to MNC marketing channels. A set of propositions illustrates the applicability of these conceptual frameworks.

Keywords

multinational corporations, distribution channels, international business, interfirm relationships, headquarters–subsidiary relationships

Enable JavaScript for citation tools and additional paper interactions.