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Kompletter Metadatensatz
DublinCore-Feld | Wert | Sprache |
---|---|---|
dc.contributor.author | Fryges, Helmut | en |
dc.date.accessioned | 2009-02-16T14:49:39Z | - |
dc.date.available | 2009-02-16T14:49:39Z | - |
dc.date.issued | 2005 | - |
dc.identifier.uri | http://hdl.handle.net/10419/24178 | - |
dc.description.abstract | The choice of the appropriate sales mode belongs to the firm?s most important strategicdecisions after entering into a foreign market. Thus, it is important that the selected foreign salesmode best suits a firm?s available resources and capabilities. However, these resources and capabilitieschange over time. Therefore, it might be necessary for a firm to adjust its foreign salesmode to these changing firm-specific conditions. Using a longitudinal data set of newly foundedtechnology-based firms in Germany and the UK, this paper applies logistic regressions and analysesempirically the probabilities of changing between the two sales modes most frequently used bythe sampled exporters: direct exports and exporting via an intermediary. The estimation resultsconfirm the importance of the firm?s physical and intangible resources as well as the influence oftransaction-specific assets on a sales mode change. However, the effects of the latter factors mightbe dominated by strategic considerations that are not covered by our data. For example, a younghigh-tech firm will resort to an intermediary regardless of its resources and transaction-specificassets if this is the only way of coming into contact with foreign customers. | en |
dc.language.iso | eng | en |
dc.publisher | |aZentrum für Europäische Wirtschaftsforschung (ZEW) |cMannheim | en |
dc.relation.ispartofseries | |aZEW Discussion Papers |x05-82 | en |
dc.subject.jel | L60 | en |
dc.subject.jel | F23 | en |
dc.subject.jel | L86 | en |
dc.subject.ddc | 330 | en |
dc.subject.keyword | High technology industries | en |
dc.subject.keyword | internationalisation | en |
dc.subject.keyword | sales modes | en |
dc.subject.stw | Vertriebsweg | en |
dc.subject.stw | Export | en |
dc.subject.stw | Internationale Markteintrittsstrategie | en |
dc.subject.stw | Unternehmensentwicklung | en |
dc.subject.stw | Hochtechnologiesektor | en |
dc.subject.stw | Schätzung | en |
dc.subject.stw | Deutschland | en |
dc.subject.stw | Großbritannien | en |
dc.title | The Change of Sales Modes in International Markets: Empirical Results for German and British High-Tech Firms | - |
dc.type | Working Paper | en |
dc.identifier.ppn | 50468888X | en |
dc.rights | http://www.econstor.eu/dspace/Nutzungsbedingungen | en |
dc.identifier.repec | RePEc:zbw:zewdip:4565 | en |
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