@techreport{Fryges2005Change,
abstract = {The choice of the appropriate sales mode belongs to the firm?s most important strategic
decisions after entering into a foreign market. Thus, it is important that the selected foreign sales
mode best suits a firm?s available resources and capabilities. However, these resources and capabilities
change over time. Therefore, it might be necessary for a firm to adjust its foreign sales
mode to these changing firm-specific conditions. Using a longitudinal data set of newly founded
technology-based firms in Germany and the UK, this paper applies logistic regressions and analyses
empirically the probabilities of changing between the two sales modes most frequently used by
the sampled exporters: direct exports and exporting via an intermediary. The estimation results
confirm the importance of the firm?s physical and intangible resources as well as the influence of
transaction-specific assets on a sales mode change. However, the effects of the latter factors might
be dominated by strategic considerations that are not covered by our data. For example, a young
high-tech firm will resort to an intermediary regardless of its resources and transaction-specific
assets if this is the only way of coming into contact with foreign customers.},
address = {Mannheim},
author = {Helmut Fryges},
copyright = {http://www.econstor.eu/dspace/Nutzungsbedingungen},
keywords = {L60; F23; L86; 330; High technology industries; internationalisation; sales modes; Vertriebsweg; Export; Internationale Markteintrittsstrategie; Unternehmensentwicklung; Hochtechnologiesektor; Sch\"{a}tzung; Deutschland; Gro\ss{}britannien},
language = {eng},
number = {05-82},
publisher = {Zentrum f\"{u}r Europ\"{a}ische Wirtschaftsforschung (ZEW)},
title = {The Change of Sales Modes in International Markets: Empirical Results for German and British High-Tech Firms},
type = {ZEW Discussion Papers},
url = {http://hdl.handle.net/10419/24178},
year = {2005}
}
