Factors Affecting SME Export Channel Choice in Foreign Markets

Abstract

Determining market channels is usually considered a discrete decision made by the expanding firm (e.g., Anderson & Coughlan, 1987; Bello & Gilliland, 1997; Solberg & Nes, 2002). In reality, this decision is often limited by knowledge constraints and customer demands. We find an example of this in Gamma's attempt at entering the Italian market (Hohenthal, 2001).

Citation

Eriksson, K., Hohenthal, J. and Lindbergh, J. (2006), "Factors Affecting SME Export Channel Choice in Foreign Markets", Arthur Solberg, C. (Ed.) Relationship Between Exporters and Their Foreign Sales and Marketing Intermediaries (Advances in International Marketing, Vol. 16), Emerald Group Publishing Limited, Leeds, pp. 1-22. https://doi.org/10.1016/S1474-7979(05)16001-3