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Export Channel Dynamics: An Empirical Analysis of Changes in the Organization of Foreign Distribution

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  • Benito, Gabriel R.G.

    (Norwegian School of Management BI)

  • Pedersen, Torben

    (Department of International Economics and Management, Copenhagen Business School)

  • Petersen, Bent

    (Department of International Economics and Management, Copenhagen Business School)

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).

Suggested Citation

  • Benito, Gabriel R.G. & Pedersen, Torben & Petersen, Bent, 1999. "Export Channel Dynamics: An Empirical Analysis of Changes in the Organization of Foreign Distribution," Working Papers 7-2000, Copenhagen Business School, Department of International Economics and Management.
    • Handle: RePEc:hhb:cbsint:2000-007
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    References listed on IDEAS

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    2. Benito, Gabriel R. G. & Pedersen, Torben & Petersen, Bent, 1999. "Foreign operation methods and switching costs: conceptual issues and possible effects," Scandinavian Journal of Management, Elsevier, vol. 15(2), pages 213-229, June.
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    6. Bent Petersen & Gabriel R. G. Benito & Torben Pedersen, 2000. "Replacing the Foreign Intermediary," International Studies of Management & Organization, Taylor & Francis Journals, vol. 30(1), pages 45-62, March.
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