Channel Choice in Foreign Markets: Capabilities and Transaction Cost Approaches

研究成果: Chapter

抄録

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?

本文言語English
ホスト出版物のタイトルDevelopments in Marketing Science
ホスト出版物のサブタイトルProceedings of the Academy of Marketing Science
出版社Springer Nature
ページ339
ページ数1
DOI
出版ステータスPublished - 2015

出版物シリーズ

名前Developments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN(印刷版)2363-6165
ISSN(電子版)2363-6173

ASJC Scopus subject areas

  • マーケティング
  • 戦略と経営

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