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| Author: | Kim, J. Daniels, J. D. |
| Title: | Marketing channel decisions of foreign manufacturing subsidiaries in the U.S. : the case of the metal and machinery industries. |
| Journal: | Management International Review
1991 : VOL. 31:2, p. 123-138 |
| Index terms: | INTERNATIONAL BUSINESS MARKETING CHANNELS MANUFACTURING INDUSTRY METALS INDUSTRY SUBSIDIARY COMPANIES USA |
| Language: | eng |
| Abstract: | Foreign investors of industrial products in the United States tend to conform to the USA distribution norms and decentralize distribution decisions, regardless of home-country nationality. The channel decision behaviour of 193 foreign manufacturing subsidiaries in the USA is examined. They represent two industries (metal and machinery) and sell industrial products primarily. The theoretical background is highlighted and five hypotheses are formulated. The findings show that transaction-specific assets are the most important factor explaining the use of integrated channels; however, sales size, the time product has been on the market, and, the experience of operating in the USA are also important. Some implications of the study are discussed. |
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