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The Change of Sales Modes in International Markets Ė Empirical Results for German and British High-Tech Frms


Fryges, HR, The Change of Sales Modes in International Markets - Empirical Results for German and British High-Tech Frms, Progress in International Business Research, 1 pp. 141-190. ISSN 1745-8862 (2007) [Refereed Article]

Copyright Statement

Copyright 2007 Elsevier Ltd

DOI: doi:10.1016/S1745-8862(06)01008-9


The choice of the appropriate sales mode belongs to the firmís most important strategic decisions when entering into a foreign market. However, since the firmís available resources and capabilities change over time, it might be necessary for the firm to adjust its foreign sales to these changing conditions. This paper applies logistic regressions and analyses empirically the probabilities of changing between the two sales modes most frequently used by young technology-oriented exporters in Germany and the UK: direct exports and exporting via an intermediary. The estimation results confirm the importance of the firmís (intangible) resources as well as the influence of transaction-specific assets on a sales mode change.

Item Details

Item Type:Refereed Article
Keywords:new technology based firms; international sales modes; exports
Research Division:Economics
Research Group:Applied economics
Research Field:Industry economics and industrial organisation
Objective Division:Economic Framework
Objective Group:International trade policy
Objective Field:International trade policy not elsewhere classified
UTAS Author:Fryges, HR (Dr Helmut Fryges)
ID Code:87142
Year Published:2007
Deposited By:Australian Innovation Research Centre
Deposited On:2013-11-08
Last Modified:2014-07-25

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