Determinants of Export Channel Structure: The Effects of Experience and Psychic Distance Reconsidered

Saul Klein · Victor J. Roth

168 citations0/0 files storedInternational Marketing Review

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International Business and FDI Global trade and economics Outsourcing and Supply Chain Management

Abstract

The effects of two commonly cited determinants of export channel structure are examined in a transaction cost framework. Psychic distance and experience have traditionally been thought to have uni‐directional effects. Channel structure was measured using three discrete points along a forward integration continuum, representing increasing degrees of commitment. The operation of the psychic distance and experience effects was found to reflect a firm′s vulnerability to opportunistic responses in a foreign market. Depending on the ability of the market to enforce behavioural safeguards, the effects of both determinants may be reversed. The article reveals the insights that may be gained from the application of transaction cost analysis to more traditional approaches.

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References

1976Markets and Hierarchies: Analysis and Antitrust Implications.1977The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments 1978An Attempted Integration of the Literature on the Export Behavior of Firms 1987International Market Entry and Expansion Via Independent or Integrated Channels of Distribution 1985The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis 1986Expert systems: the next challenge for managers 1980Theoretical Developments In Marketing 1972Environmental Determinants of Overseas Market Entry Strategies

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1999Sustainable competitive advantage for educational institutions: a suggested model 2008Antecedents of international pricing adaptation and export performance 2009Psychic Distance, its Impact and Coping Modes 2009Psychic distance in exporter–importer relationships: A grounded theory approach 1999The Internalization of Exports: Firm- and Location-Specific Factors in a Middle-Income Country

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