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The Channel Integration Decision: Factors Influencing New Zealand Small to Medium Sized Manufacturing Exporters

dc.contributor.authorOsborne, Kerri Ann
dc.date.accessioned2009-04-14T22:05:15Z
dc.date.accessioned2022-10-10T19:31:51Z
dc.date.available2009-04-14T22:05:15Z
dc.date.available2022-10-10T19:31:51Z
dc.date.copyright1993
dc.date.issued1993
dc.description.abstractSmall to medium sized manufacturers are playing a significantly increasing role in the profile of New Zealand's export markets. One of the most important decisions these exporters face is the mode of entry strategy in foreign markets. This decision can be seen as a ‘make’ or 'buy' decision- whether to fully integrate the channel in the foreign market or whether to use outside third party intermediaries. The Internationalisation Theory states that companies start exporting by using agents or third parties in the foreign market and move down or buy the channel in a progressive step-wise fashion until eventually wholly owned sales subsidiaries are utilised. This movement is said to occur as commitment and dependence on the export market increases. On the other hand, the Transaction Cost Analysis theory offers an alternate view for channel integration - it states that ownership or equity in the foreign channel is efficiency and contingency based. This study examines and critiques both theories which have largely been grounded in the multinational corporate environment and looks at the issue of channel integration in the New Zealand context. The research question this study addresses is: What are the key factors that determine the degree and nature of channel integration in export markets for the NZ Small to Medium sized Exporter? In this exploratory study, twenty small to medium manufacturers are interviewed and a new model of channel integration is proposed. The results of this study show that in addition to some efficiency based factors, channel integration is dependent on product, market and behavioural factors. Further work is now required to develop the new model to the point where it can be subjected to a rigorous empirical assessment.en_NZ
dc.formatpdfen_NZ
dc.identifier.urihttps://ir.wgtn.ac.nz/handle/123456789/21540
dc.languageen_NZ
dc.language.isoen_NZ
dc.publisherTe Herenga Waka—Victoria University of Wellingtonen_NZ
dc.rights.holderAll rights, except those explicitly waived, are held by the Authoren_NZ
dc.rights.licenseAuthor Retains Copyrighten_NZ
dc.rights.urihttps://www.wgtn.ac.nz/library/about-us/policies-and-strategies/copyright-for-the-researcharchive
dc.subjectExporting marketingen_NZ
dc.subjectManufacturesen_NZ
dc.subjectMarketing channelsen_NZ
dc.subjectSmall businessen_NZ
dc.titleThe Channel Integration Decision: Factors Influencing New Zealand Small to Medium Sized Manufacturing Exportersen_NZ
dc.typeTexten_NZ
thesis.degree.disciplineCommerce and Administrationen_NZ
thesis.degree.grantorTe Herenga Waka—Victoria University of Wellingtonen_NZ
thesis.degree.levelMastersen_NZ
thesis.degree.nameMaster of Commerce and Administrationen_NZ
vuwschema.type.vuwAwarded Research Masters Thesisen_NZ

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