A review of the empirical research on export channel selection between 1979 and 2015

Abstract

Export channel selection is an important strategy for exporting firms. Over the last 45 years, there have been a number of studies investigating the antecedents and outcomes of this strategy. However, no single study systematically reviews the findings in this field. In order to address this gap, we review the literature on export channel selection up to 2015 and analyse findings on the determinants and/or consequences of export channel selection. Our review shows that in general export channel selection remains underexplored. We identify a number of issues in the current studies, including lacking knowledge of performance implication of channel selection, missing theoretical bases, weaknesses of research methods. Based on these, this review provides future research directions for development in export channel selection research. Highlights: • We review the export channel selection empirical studies in the last 40 years. • We analyse determinants and the consequence of export channel selection. • Areas to be strengthened include theoretical basis and methodological issues. • We provide suggestions for future research.

International Channel Choice of Industrial Exporting Firms

“…Hence, this study contributes to the current literature by extending the theory behind channel choices and by addressing calls in the literature for providing a more finegrained analysis of the drivers and consequences of export channel selection (e.g. Li, He, & Sousa, 2016). Specifically, this study explains why firms use different single and multiple export channel configurations.…”

“…Having a well-developed channel strategy based on long-standing or exclusive partnerships can help create entry barriers for new entrants and can constitute a key advantage in comparison to competitors (Parnell, 2013). Because it can provide significant cost and performance implications for a firm, the selection of the suitable export channel structure is one of its most important strategic marketing decisions in international firms (Li, He, & Sousa, 2016).…”

“…Multiple channel strategies, wherein the same product or product line is sold via different distribution channels in the same market, have become prevalent in business-to-business (B2B) markets (Sa Vinhas & Anderson, 2008, Vinhas & Anderson, 2005, Wallace, Johnson, & Umesh, 2009). Scholars report a growing emergence of multiple export channels (Li, He, & Sousa, 2016). For example, in the mechanical engineering industry, firms are using multiple channels when exporting their goods overseas.…”

“…Dutta, Bergen, Heide, & John, 1995, Frazier, 1999, Kabadayi, Eyuboglu, & Thomas, 2007, Wallace, Johnson, & Umesh, 2009), research on multiple channel choice is needed (e.g. He, Brouthers, & Filatotchev, 2013, LaPlaca, 2007, Li, He, & Sousa, 2016, Rosenbloom, 2007, Vinhas, Chatterjee, Dutta, Fein, Lajos, Neslin, Scheer, Ross, & Wang, 2010.…”

“…In addition, while transaction cost research indicates how firms can make the most efficient channel choice, this research ignores the value creation potential of exporting ventures (He, Brouthers, & Filatotchev, 2013, Li, He, & Sousa, 2016. Firms choose their organisational structures, such as channels, not only determined by their efficiency but also their resources and capability potential (He, Brouthers, & Filatotchev, 2013).…”