Export Channel Dynamics: An Empirical Analysis of Change in the Organization of Foreign Distribution

Gabriel R .G. Benito; Torben Pedersen; Bent Petersen

Export Channel Dynamics: An Empirical Analysis of Change in the Organization of Foreign Distribution

Gabriel R .G. Benito, Torben Pedersen, Bent Petersen

Handelshøyskolen BI

Publikation: Working paper › Forskning

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Abstract

In this paper we use longitudinal data from a sample of Danish exporters in order to investigate the dynamics of export organization. Building on previous research, we model such decisions as an interplay between various switch inducing (motivators) as well as switch impeding(costs) factors. We extend previous analyses by looking simultaneously at both replacements of foreign intermediaries (within-mode shifts) and integration of the sales function abroad (between mode shifts).

Originalsprog	Engelsk
Udgivelsessted	Frederiksberg
Udgiver	Department of International Economics and Management, Copenhagen Business School
Antal sider	16
Status	Udgivet - 2000

Navn	Working Paper / Department of International Economics and Management, Copenhagen Business School
Nummer	7-2000

Bibliografisk note

Paper prepared for presentation at the 25th Annual Conference of the European InternationalBusiness Academy, Manchester, December 12-14, 1999.

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Benito, Gabriel R .G. ; Pedersen, Torben ; Petersen, Bent. / Export Channel Dynamics : An Empirical Analysis of Change in the Organization of Foreign Distribution. Frederiksberg : Department of International Economics and Management, Copenhagen Business School, 2000. (Working Paper / Department of International Economics and Management, Copenhagen Business School; Nr. 7-2000).

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