Channel Choice in Foreign Markets: Capabilities and Transaction Cost Approaches

Research output: Chapter in Book/Report/Conference proceedingChapter

Abstract

Many manufacturers are seeking business in international markets in the context of mature domestic markets. The selection of an appropriate channel represents an important choice for such manufacturers. According to previous studies on this subject (e.g., Anderson and Coughlan, 1987; Klein, Frazier, and Roth, 1990; Aulakh and Kotabe, 1997), this decision involves two key issues: channel integration and channel control. In other words, will the product be distributed by the manufacturer’s own sales force or by independent intermediaries? Second, when independent intermediaries are used, do they work exclusively for that particular manufacturer?

Original languageEnglish
Title of host publicationDevelopments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
PublisherSpringer Nature
Pages339
Number of pages1
DOIs
Publication statusPublished - 2015

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173

ASJC Scopus subject areas

  • Marketing
  • Strategy and Management

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