Entrepreneur's Actual Behavioral Controls, Psychic Distance Stimuli, and Export Mode Choice

Ngo, Vi Dung; Janssen, Frank

doi:10.1142/s1084946715500132

Cited by 9 publications

(9 citation statements)

References 67 publications

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“…Different organisational structures can affect the effectiveness of the TMT through different types of leadership processes in decision-making (Wang, Waldman, & Zhang, 2014). Although existing export channel selection studies show awareness of the importance of the TMT in the channel decision (Carazo & Lumiste, 2010;Dung & Janssen, 2015), the role of the TMT still worth exploration. For example, the ownership type can affect the power of the TMT in decision-making (Pinho, 2007).…”

Section: Theoretical Issuesmentioning

confidence: 99%

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

Sousa

2017

International Business Review

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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.

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Section: Theoretical Issuesmentioning

confidence: 99%

“…and the channel a firm uses to export to the most important market(s)(Burgel & Gordon, 2000) see one study each.Seventeen studies use firm as the unit of analysis, looking at the firms' general channel decision(s) made for exporting in foreign markets (e.g.,Arranz & De Arroyabe, 2009;Dung & Janssen, 2015;Fernández-Olmos & Díez-Vial, 2014).…”

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confidence: 99%

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

Sousa

2017

International Business Review

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“…Firstly, Export is one of the most important entry modes for companies to expand their business and market bases to another country in order to gain more opportunities and achieve better performance [51][52][53][54][55]. In this study, we measure the export channel as a company's office or agents branch channel located overseas using self-managed operations in export (hierarchical modes) [56]. Secondly, an equity joint venture is an economically and legally independent organizational entity in which over and above two parent organizations jointly invest in resources for the pursuit of certain objectives [57,58].…”

Section: The Entry Mode Of the International Expansionmentioning

confidence: 99%

The Paths of Internationalization of Chinese Innovative Firms

Wang

2020

Sustainability

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Innovative enterprises from emerging markets, such as China, are a group of understudied enterprises, which could generate new and important views on internationalization. Some unique characteristics of Chinese innovative enterprises are creating new ideas that help to a better understanding of entry mode choice, market location choice, and entry speed in the paths of internationalization. Drawing on an unbalanced panel of Chinese innovative enterprises’ outward foreign direct investment (OFDI) event data, we analyzed the tendency of the paths of internationalization of Chinese innovative enterprises and the determining factors that influence the Chinese innovative enterprises’ choice in entry mode, market location, and entry speed. The results show that: (1) Chinese innovative enterprises are more likely to choose developing countries than developed countries. (2) When these firms conduct investment activities in developed countries, the probability rank (from high to low) of entry mode choice is acquisition, along with the wholly-owned subsidiary, exporting and joint venture. When these firms expand the business in developing countries, the entry mode of export is most likely to be chosen and the acquisition is least likely to be chosen. (3) This tendency and paths choice of internationalization in entry mode, market location and entry speed are influenced by the international experience, the multidimensional proximity, psychic distance, internationalization motivation, ownership structure, and innovation ability. Finally, we discuss these contributions and make some suggestions for future research.

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“…They could also not find an influence of the international experience of firms on channel choice. As both of these effects were insignificant, they could not find support for the key propositions of PD theory (i.e., PD having a negative effect on 37 mode choice and a mediating effect of international experience) (Dung & Janssen, 2015 Further, Carazo and Lumiste (2010) employ an eclectic model to study direct and indirect channel decisions. They include organisational characteristics, strategic considerations, management characteristics as well as transaction cost and environmental factors.…”

Section: Other Perspectives On Channel Choicementioning

confidence: 99%

“…A different approach to study channel choice decisions is taken by Dung and Janssen (2015) who employ a Psychic Distance (PD) perspective and the Theory of Planned Behaviour on the choice between a direct and an indirect channel. One of their main findings is that PD does not influence export channel choice.…”

Section: Other Perspectives On Channel Choicementioning

confidence: 99%

International Channel Choice of Industrial Exporting Firms

Eberhard¹

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International diversification through exporting provides an opportunity for firms to broaden their market scope and improve performance. When venturing abroad, firms are increasingly attending to their channel strategies. Practising multiple channel strategies has been found to be valuable for achieving a sustainable competitive advantage. Research that employs frameworks that reduce channel decisions to a binary one is limiting.This study incorporates jointly transaction costs and resources availability in assessing different export channel choice configurations and their performance, thus addressing calls in the literature for these considerations to be jointly evaluated. This thesis extends current research by The performance effects of choosing export channels according to the transaction cost economics (TCE) and resource based (RBT) theories are also investigated. This study shows that asset specificity and diversity affect performance. Finally, this research shows that each predictor is significant for these channel choices only over particular ranges of each predictor variable.This research makes theoretical and empirical contributions to the TCE and RBT literatures by extending them to a multiple channel choice model. This approach looks beyond binary decisions to consider the varied channel choices that firms face. While this study integrates into one model efficiency aspects that explain these channel configurations, it also considers the value created by such decisions. As this approach demonstrates, when a channel configuration is chosen at different levels of the predictors, a more fine-grained analysis is made of the channel decisions firms face today. This study thereby offers a more refined understanding of the international channel choice phenomenon than is currently available in the literature.ii

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Entrepreneur's Actual Behavioral Controls, Psychic Distance Stimuli, and Export Mode Choice

Cited by 9 publications

References 67 publications

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

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

The Paths of Internationalization of Chinese Innovative Firms

International Channel Choice of Industrial Exporting Firms

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