Factors Influencing International Channel Choice of Small Business Exporters

Abstract

Given the paucity of studies investigating international channel choice among small business exporters, examines the influence of selected variables on international channel choice decisions of small business exporters in one specific industry. Results of the analysis using the logistic multiple regression procedure show that three factors significantly distinguish small business exporters using independent channels from those using integrated channels. These factors are: first, company′s exports as a percentage of the total sales volume, second, international family heritage of the major export decision makers in the company, and third, importance of service requirements. The results indicate that firms with higher exports (as a percentage of the total sales volume) and stronger international family heritage tend to use independent channels, while firms with products for which the importance of service requirements is considered to be high tend to use integrated channels. Discusses the implications for the management of small business exports.

Citation

Ramaseshan, B. and Patton, M.A. (1994), "Factors Influencing International Channel Choice of Small Business Exporters", International Marketing Review, Vol. 11 No. 4, pp. 19-34. https://doi.org/10.1108/02651339410069227