Export Channel Integration Decisions of Small and Medium-sized Enterprises. A Literature Review

Bachelor Thesis from the year 2013 in the subject Business economics - Trade and Distribution, grade: 1,0, Vienna University of Economics and Business (Institute for International Business), language: English, abstract: "The opportunities for channel researchers to contribute to knowledge creation in the marketing discipline and, at the same time, affect business practice are almost endless" (Frazier 1999, p.238). While the theoretical understanding of the internationalization and international marketing strategies of large firms has been in the focus of research since a long time, attention has been given only recently to investigate the same questions for small and medium-sized enterprises (SMEs). Exporters need to question their export channel structure every day in order to remain successful. Should the product be distributed directly or indirectly? Which way is more efficient, effective and/or profitable? Should export channels be changed? (John & Weitz 1988, Huan & Hsu 2003). The decision on channel integration, the extent to which the export channel is performed by the exporting firm without intermediaries, is extremely important, as it affects revenues, investments and costs (Shervani, Frazier & Challagalla 2007). As a research field, export channel structure is vital for two groups. First, there are scholars trying to find evidence for applied theories, and second, managers attempting to reduce risks and improve export performance. Wrong decisions...