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

BI Norwegian Business School

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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 language	English
Place of Publication	Frederiksberg
Publisher	Department of International Economics and Management, Copenhagen Business School
Number of pages	16
Publication status	Published - 2000

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

Bibliographical note

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

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6568Final published version, 73.3 KBLicence: CC BY-NC-ND

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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; No. 7-2000).

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