Antecedents and performance implications of channel integration in foreign markets
成果类型：
Article
署名作者：
Aulakh, PS; Kotabe, M
署名单位：
University of Texas System; University of Texas Austin; New York University
刊物名称：
JOURNAL OF INTERNATIONAL BUSINESS STUDIES
ISSN/ISSBN：
0047-2506
DOI：
10.1057/palgrave.jibs.8490096
发表日期：
1997
页码：
145-175
关键词：
摘要：
This study enhances our understanding of channel integration in foreign markets on two fronts, First, the eclectic approach to foreign entry mode, proposed by Hill, Hwang and Kim [1990] and Kim and Hwang [1992], is used to examine transaction-specific organizational capability and strategic factors that influence channel choices in foreign markets, Empirical results based on a survey of U.S. firms support the combined relevance of these factors in predicting the degree of channel integration, Second, the study empirically examines the performance consequences of channel integration, The results suggest that, although the degree of channel integration does not have a direct influence on channel performance, a contingency model based on the fit between the contextual factors and the actual channel choice is significantly related to performance in foreign markets.