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

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

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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).
    Original languageEnglish
    Place of PublicationFrederiksberg
    PublisherDepartment of International Economics and Management, Copenhagen Business School
    Number of pages16
    Publication statusPublished - 2000
    SeriesWorking Paper / Department of International Economics and Management, Copenhagen Business School
    Number7-2000

    Bibliographical note

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

    Cite this

    Benito, G. R. . G., Pedersen, T., & Petersen, B. (2000). Export Channel Dynamics: An Empirical Analysis of Change in the Organization of Foreign Distribution. Frederiksberg: Department of International Economics and Management, Copenhagen Business School. Working Paper / Department of International Economics and Management, Copenhagen Business School, No. 7-2000