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- catalog abstract "This research seeks to understand the evolution of a firm's distribution channels in markets beyond its home country. The focal phenomenon is the increasing commitment pattern of internationalization, in which firms enter a new foreign market by appointing an independent distributor, and subsequently switch to a direct distribution strategy. Although the most commonly observed pattern in international markets, this evolution is the opposite of that predicted by existing distribution channel theory. This research therefore seeks to identify the causal factors underlying this process, understand how they influence the firm to change channel structure, and build new theory which describes the evolutionary process and explains the decisions to alter distribution strategy. Following a case research design, archival and interview data were gathered on the evolution of the international distribution networks of four multinational corporations, including the factors determining channel structure at market entry, and the factors shaping subsequent revisions to this strategy. The new theory of international distribution proposed on the basis of this field research is described. The conceptual framework underpinning this theory suggests that changes to the firm's marketing objectives in a country-market are the generative mechanism driving the change process. A detailed process theory, describing the increasing commitment pattern of evolution, is developed within this framework.".
- catalog contributor b10243406.
- catalog contributor b10243407.
- catalog created "c1996.".
- catalog date "1996".
- catalog date "c1996.".
- catalog dateCopyrighted "c1996.".
- catalog description "Includes bibliographical references (leaves [401]-414).".
- catalog description "Thesis (D.B.A.)--Harvard University, Graduate School of Business Administration, 1996.".
- catalog description "This research seeks to understand the evolution of a firm's distribution channels in markets beyond its home country. The focal phenomenon is the increasing commitment pattern of internationalization, in which firms enter a new foreign market by appointing an independent distributor, and subsequently switch to a direct distribution strategy. Although the most commonly observed pattern in international markets, this evolution is the opposite of that predicted by existing distribution channel theory. This research therefore seeks to identify the causal factors underlying this process, understand how they influence the firm to change channel structure, and build new theory which describes the evolutionary process and explains the decisions to alter distribution strategy. Following a case research design, archival and interview data were gathered on the evolution of the international distribution networks of four multinational corporations, including the factors determining channel structure at market entry, and the factors shaping subsequent revisions to this strategy. The new theory of international distribution proposed on the basis of this field research is described. The conceptual framework underpinning this theory suggests that changes to the firm's marketing objectives in a country-market are the generative mechanism driving the change process. A detailed process theory, describing the increasing commitment pattern of evolution, is developed within this framework.".
- catalog extent "xii, 414 leaves :".
- catalog issued "1996".
- catalog issued "c1996.".
- catalog language "eng".
- catalog title "The evolution of international distribution channels : a thesis / presented by David John Arnold.".
- catalog type "text".