Organizationaland Product-Related Influences of Gray Market Channel Activity
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Gray market activity has increased dramatically with the rise in the number of manufacturers participating in export activities. A survey of U.S. exporters, coupled with qualitative interviews with export managers, were used to explore organizational factors of commitment and firm size and product related factors of product maturity and input factor costs influence on gray market activity. Our results indicate that commitment and firm size are both related to the amount of gray market activity a firm experiences, while the product related factors were not associated with such activity. A detailed discussion of these relationships is offered, along with implications for export managers. 2000, Taylor & Francis Group, LLC. All rights reserved.