The organization of US machine tool distribution in Europe (1890--1916)

Roberto Mazzoleni

Industrial and Corporate Change, 2002, vol. 11, issue 1, 53-84

Abstract: Drawing on novel empirical evidence, this paper documents the evolution of US firms' European distribution channels between 1890 and 1916--a critical period when changes in marketing efforts were instrumental to the growth of US machine tool exports to Europe. Agency agreements with independent distributors emerged as the dominant form of organization. During this period, industry-wide learning and information-sharing played an important role in addressing problems of asymmetric information in the selection of sales agents and securing contractual performance. Copyright 2002, Oxford University Press.

Date: 2002
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