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Opportunistic Behaviour by International Channel Intermediaries

Published online by Cambridge University Press:  18 September 2015

Amal R Karunaratna  and
Lester W Johnson
Amal R Karunaratna
Affiliation:
School of Commerce, University of Adelaide, Adelaide, SA 5005, Australia
Lester W Johnson
Affiliation:
Monash Mt Eliza Business School, PO Box 2224, Caulfield Junction VIC 3161, Australia
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Abstract

The relationship between exporters and independent foreign channel intermediaries (FCIs) is complex. The present paper analyses and discusses the potential types of opportunistic behaviour that might be engaged in by foreign agents or distributors (FCIs) using an agency theory approach. A classification framework of opportunistic behaviour is developed and a detailed qualitative examination of the content of five agency-distributor agreements between Australian exporters and their FCIs. A five-category classification scheme for opportunistic behaviour was found that included (1) product, (2) price, (3) information, (4) logistical, and (5) legal opportunism. The implications of each type of opportunism for an exporter are discussed using examples obtained from ways to control opportunistic behaviour are discussed.

Keywords

Channel IntermediariesAgentsDistributorsExportOpportunistic BehaviourAgency TheoryTransaction Costs
Type
Research Article
Information
Journal of Management & Organization , Volume 6 , Issue 2 , March 2000 , pp. 20 - 31
Copyright
Copyright © Cambridge University Press and Australian and New Zealand Academy of Management 2000

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