Antecedents and performance implications of channel integration in foreign markets

Preet S. Aulakh, Masaaki Kotabe

研究成果: Article査読

223 被引用数 (Scopus)

抄録

This study enhances our understanding of channel integration in foreign markets on two fronts. First, the eclectic approach to foreign entry mode, proposed by Hill, Hwang and Kim [1990] and Kim and Hwang [1992], is used to examine transaction-specific, organizational capability and strategic factors that influence channel choices in foreign markets. Empirical results based on survey of U.S. firms support the combined relevance of these factors in predicting the degree of channel integration. Second, the study empirically examines the performance consequences of channel integration. The results suggest that, although the degree of channel integration does not have a direct influence on channel performance, a contingency model based on the fit between the contextual factors and the actual channel choice is significantly related to performance in foreign markets.

本文言語English
ページ(範囲)145-175
ページ数31
ジャーナルJournal of International Business Studies
28
1
DOI
出版ステータスPublished - 1997 3月
外部発表はい

ASJC Scopus subject areas

  • ビジネスおよび国際経営
  • ビジネス、管理および会計(全般)
  • 経済学、計量経済学
  • 戦略と経営
  • 技術マネージメントおよび技術革新管理

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