Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/24178
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dc.contributor.authorFryges, Helmuten_US
dc.date.accessioned2009-02-16T14:49:39Z-
dc.date.available2009-02-16T14:49:39Z-
dc.date.issued2005en_US
dc.identifier.urihttp://hdl.handle.net/10419/24178-
dc.description.abstractThe choice of the appropriate sales mode belongs to the firm?s most important strategicdecisions after entering into a foreign market. Thus, it is important that the selected foreign salesmode best suits a firm?s available resources and capabilities. However, these resources and capabilitieschange over time. Therefore, it might be necessary for a firm to adjust its foreign salesmode to these changing firm-specific conditions. Using a longitudinal data set of newly foundedtechnology-based firms in Germany and the UK, this paper applies logistic regressions and analysesempirically the probabilities of changing between the two sales modes most frequently used bythe sampled exporters: direct exports and exporting via an intermediary. The estimation resultsconfirm the importance of the firm?s physical and intangible resources as well as the influence oftransaction-specific assets on a sales mode change. However, the effects of the latter factors mightbe dominated by strategic considerations that are not covered by our data. For example, a younghigh-tech firm will resort to an intermediary regardless of its resources and transaction-specificassets if this is the only way of coming into contact with foreign customers.en_US
dc.language.isoengen_US
dc.publisher|aZentrum für Europäische Wirtschaftsforschung (ZEW) |cMannheimen_US
dc.relation.ispartofseries|aZEW Discussion Papers |x05-82en_US
dc.subject.jelL60en_US
dc.subject.jelF23en_US
dc.subject.jelL86en_US
dc.subject.ddc330en_US
dc.subject.keywordHigh technology industriesen_US
dc.subject.keywordinternationalisationen_US
dc.subject.keywordsales modesen_US
dc.subject.stwVertriebswegen_US
dc.subject.stwExporten_US
dc.subject.stwInternationale Markteintrittsstrategieen_US
dc.subject.stwUnternehmensentwicklungen_US
dc.subject.stwHochtechnologiesektoren_US
dc.subject.stwSchätzungen_US
dc.subject.stwDeutschlanden_US
dc.subject.stwGroßbritannienen_US
dc.titleThe Change of Sales Modes in International Markets: Empirical Results for German and British High-Tech Firmsen_US
dc.typeWorking Paperen_US
dc.identifier.ppn50468888Xen_US
dc.rightshttp://www.econstor.eu/dspace/Nutzungsbedingungen-
dc.identifier.repecRePEc:zbw:zewdip:4565-

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