Internet-based sales channel strategies of born global firms
Recent changes in the technological environment have had a significant impact on the available sales channel alternatives. At the forefront of this development are the born global firms, which have been relatively quick to adopt Internet-based channels. Interestingly, many of these firms have relied not only on Internet-based channels, but also used combinations of conventional channels and the Internet. This study describes and analyzes the structure and development from single towards multiple sales channels. It develops a framework consisting of three independent factors: (1) the globalization process, (2) market structure and Internet suitability, and (3) long-term channel relations. These are examined in a multiple case study consisting of 35 cases. The Internet-based multiple sales channels proved to be more common in born globals that had reached a higher globalization degree than in those which were still at a preliminary stage. A novel finding was that relationship development with small local channels and MNCs also remains important when Internet sales channels are used. These results contribute to a relatively under-researched area focusing on international Internet-based sales channels and use of multiple channels.
If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Volume (Year): 20 (2011)
Issue (Month): 1 (February)
|Contact details of provider:|| Web page: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description|
|Order Information:|| Postal: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/bibliographic|
References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Sethi, Deepak & Judge, William, 2009. "Reappraising liabilities of foreignness within an integrated perspective of the costs and benefits of doing business abroad," International Business Review, Elsevier, vol. 18(4), pages 404-416, August.
- Liu, Xiaming & Xiao, Wen & Huang, Xianhai, 2008. "Bounded entrepreneurship and internationalisation of indigenous Chinese private-owned firms," International Business Review, Elsevier, vol. 17(4), pages 488-508, August.
- Coviello, Nicole & Munro, Hugh, 1997. "Network relationships and the internationalisation process of small software firms," International Business Review, Elsevier, vol. 6(4), pages 361-386, August.
- Gabrielsson, Mika & Manek Kirpalani, V. H., 2004. "Born globals: how to reach new business space rapidly," International Business Review, Elsevier, vol. 13(5), pages 555-571, October.
- Gabrielsson, Mika & Kirpalani, V.H. Manek & Dimitratos, Pavlos & Solberg, Carl Arthur & Zucchella, Antonella, 2008. "Born globals: Propositions to help advance the theory," International Business Review, Elsevier, vol. 17(4), pages 385-401, August.
- Marian V Jones & Nicole E Coviello, 2005. "Internationalisation: conceptualising an entrepreneurial process of behaviour in time," Journal of International Business Studies, Palgrave Macmillan, vol. 36(3), pages 284-303, May.
- Yamin, Mohammad & Sinkovics, Rudolf R., 2006. "Online internationalisation, psychic distance reduction and the virtuality trap," International Business Review, Elsevier, vol. 15(4), pages 339-360, August.
- Shaker A Zahra, 2005. "A theory of international new ventures: a decade of research," Journal of International Business Studies, Palgrave Macmillan, vol. 36(1), pages 20-28, January.
- Ram Mudambi & Shaker A Zahra, 2007. "The survival of international new ventures," Journal of International Business Studies, Palgrave Macmillan, vol. 38(2), pages 333-352, March.
- Nes, Erik B. & Solberg, Carl Arthur & Silkoset, Ragnhild, 2007. "The impact of national culture and communication on exporter-distributor relations and on export performance," International Business Review, Elsevier, vol. 16(4), pages 405-424, August.
- Suresh Kotha & Violina P Rindova & Frank T Rothaermel, 2001. "Assets and Actions: Firm-Specific Factors in the Internationalization of U.S. Internet Firms," Journal of International Business Studies, Palgrave Macmillan, vol. 32(4), pages 769-791, December.
- Rialp, Alex & Rialp, Josep & Knight, Gary A., 2005. "The phenomenon of early internationalizing firms: what do we know after a decade (1993-2003) of scientific inquiry?," International Business Review, Elsevier, vol. 14(2), pages 147-166, April.
- Sethuraman, Rajagopalan & Anderson, James C. & Narus, James A., 1988. "Partnership advantage and its determinants in distributor and manufacturer working relationships," Journal of Business Research, Elsevier, vol. 17(4), pages 327-347, December.
- Srilata Zaheer & Shalini Manrakhan, 2001. "Concentration and Dispersion in Global Industries: Remote Electronic Access and the Location of Economic Activities," Journal of International Business Studies, Palgrave Macmillan, vol. 32(4), pages 667-686, December.
- Jan Johanson & Jan-Erik Vahlne, 1977. "The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments," Journal of International Business Studies, Palgrave Macmillan, vol. 8(1), pages 23-32, March.
- Angehrn, Albert, 1997. "Designing mature internet business strategies: The ICDT model," European Management Journal, Elsevier, vol. 15(4), pages 361-369, August.
- Benjamin M Oviatt & Patricia Phillips McDougall, 1994. "Toward a Theory of International New ventures," Journal of International Business Studies, Palgrave Macmillan, vol. 25(1), pages 45-64, March.
- Madsen, Tage Koed & Servais, Per, 1997. "The internationalization of Born Globals: An evolutionary process?," International Business Review, Elsevier, vol. 6(6), pages 561-583, December.
- Gabrielsson, Peter & Gabrielsson, Mika & Gabrielsson, Hannele, 2008. "International advertising campaigns in fast-moving consumer goods companies originating from a SMOPEC country," International Business Review, Elsevier, vol. 17(6), pages 714-728, December.
- Sharon Loane, 2005. "The role of the internet in the internationalisation of small and medium sized companies," Journal of International Entrepreneurship, Springer, vol. 3(4), pages 263-277, December.
When requesting a correction, please mention this item's handle: RePEc:eee:iburev:v:20:y:2011:i:1:p:88-99. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Zhang, Lei)
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.