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SME export channel choice in international markets
KTH, School of Architecture and the Built Environment (ABE), Centres, Centre for Banking and Finance, Cefin.
Uppsala universitet.
2006 (English)In: Advances in International Marketing, ISSN 1571-2990, no 16, 1-22 p.Article in journal (Refereed) Published
Abstract [en]

The Internationalization Process (IP) model claims that firms gradually accumulate knowledge of foreign markets, and that this kind of knowledge determine foreign establishment. Later developments of the model claim that experiences and knowledge of local business relationships are also essential elements of the IP model. The IP model has been found to hold well for incremental resource commitments.

However, while other theories, such as the transaction-cost theories have managed to explain why firms go from integrated to non-integrated channels, the IP model has produced mixed results. This paper tests some of the fundamental IP model factors on a sample of Small and Medium Sized firms. Findings are that factors included in the initial explanation of the IP model explain choice of channel, but that the later developments of the model does not. Implications are that the foreign market knowledge is, and that more incremental experiential knowledge accumulation is not relevant for export channel choice as regards integrated or non-integrated channel.

Place, publisher, year, edition, pages
Emerald Group Publishing Limited, 2006. no 16, 1-22 p.
Keyword [en]
International business, SME, internationalization, process
National Category
Social Sciences Business Administration
URN: urn:nbn:se:kth:diva-51167OAI: diva2:463555
QC 20111209Available from: 2011-12-09 Created: 2011-12-09 Last updated: 2012-01-20Bibliographically approved

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