TY - CHAP
T1 - Channel Choice in Foreign Markets
T2 - Capabilities and Transaction Cost Approaches
AU - Takata, Hidesuke
N1 - Publisher Copyright:
© 2015, Academy of Marketing Science.
PY - 2015
Y1 - 2015
N2 - 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?
AB - 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?
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U2 - 10.1007/978-3-319-18687-0_126
DO - 10.1007/978-3-319-18687-0_126
M3 - Chapter
AN - SCOPUS:85125288004
T3 - Developments in Marketing Science: Proceedings of the Academy of Marketing Science
SP - 339
BT - Developments in Marketing Science
PB - Springer Nature
ER -