Abstract
Many manufacturers are seeking business in international markets in the context of mature domestic markets. The selection of an appropriate channel represents an important choice for such manufacturers. According to previous studies on this subject (e.g., Anderson and Coughlan, 1987; Klein, Frazier, and Roth, 1990; Aulakh and Kotabe, 1997), this decision involves two key issues: channel integration and channel control. In other words, will the product be distributed by the manufacturer’s own sales force or by independent intermediaries? Second, when independent intermediaries are used, do they work exclusively for that particular manufacturer?
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© 2015 Academy of Marketing Science
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Takata, H. (2015). Channel Choice in Foreign Markets: Capabilities and Transaction Cost Approaches. In: Campbell, C. (eds) Marketing in Transition: Scarcity, Globalism, & Sustainability. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-18687-0_126
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DOI: https://doi.org/10.1007/978-3-319-18687-0_126
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-18686-3
Online ISBN: 978-3-319-18687-0
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