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Export Channel Dynamics: An Empirical Analysis of Changes in the Organization of Foreign Distribution

Gabriel Benito (), Torben Pedersen and Bent Petersen
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Torben Pedersen: Department of International Economics and Management, Copenhagen Business School, Postal: Department of International Economics and Management, Copenhagen Business School, Howitzvej 60, 2nd floor , DK-2200 Copenhagen N, Denmark
Bent Petersen: Department of International Economics and Management, Copenhagen Business School, Postal: Department of International Economics and Management, Copenhagen Business School, Howitzvej 60, 2nd floor , DK-2200 Copenhagen N, Denmark

No 7-2000, Working Papers from Copenhagen Business School, Department of International Economics and Management

Abstract: In this paper we use longitudinal data from a sample of Danish exporters in order to investigate the dynamics of export organization. Building on previous research, we model such decisions as an interplay between various switch inducing (motivators) as well as switch impeding(costs) factors. We extend previous analyses by looking simultaneously at both replacements of foreign intermediaries (within-mode shifts) and integration of the sales function abroad (between mode shifts).

Keywords: Denmark; Export organization; mode shifts; Cost factors (search for similar items in EconPapers)
Pages: 16 pages
Date: 1999-09-01
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