Scandinavian Working Papers in Business Administration
Working Papers,
Copenhagen Business School, Department of International Economics and Management
No 7-2000: Export Channel Dynamics: An Empirical Analysis of Changes in the Organization of Foreign Distribution
Gabriel R.G. Benito, Torben Pedersen and Bent Petersen
Additional contact information
Gabriel R.G. Benito: Norwegian School of Management BI
Torben Pedersen: Department of International Economics and Management, Copenhagen Business School, Postal: Department of International Economics and Management, Copenhagen Business School, Howitzvej 60, 2nd floor , DK-2200 Copenhagen N, Denmark
Bent Petersen: Department of International Economics and Management, Copenhagen Business School, Postal: Department of International Economics and Management, Copenhagen Business School, Howitzvej 60, 2nd floor , DK-2200 Copenhagen N, Denmark
Abstract: In this paper we use longitudinal data from a sample of Danish exporters in order to investigate the dynamics of export organization. Building on previous research, we model such decisions as an interplay between various switch inducing (motivators) as well as switch impeding(costs) factors. We extend previous analyses by looking simultaneously at both replacements of foreign intermediaries (within-mode shifts) and integration of the sales function abroad (between mode shifts).
Keywords: Denmark; Export organization; mode shifts; Cost factors
16 pages, September 1, 1999
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