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Market entry modes and channels of distribution in the UK machine tool industry

Wheeler, C., Jones, M.V., and Young, S. (1996) Market entry modes and channels of distribution in the UK machine tool industry. European Journal of Marketing, 30 (4). pp. 40-57. ISSN 0309-0566 (doi:10.1108/03090569610118821)

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Publisher's URL: http://dx.doi.org/10.1108/03090569610118821

Abstract

Explores explanations for the continuance of agents or distributors and sales subsidiaries as international market entry and development modes and channels of distribution in the machine tool industry in the UK, and for entry mode evolution. Data were collected by in-depth interviews with machine tool importers, interpreted qualitatively and related to conventional theoretical approaches. Results reveal, on the one hand, the progression of agents and distributors through acquisition to create foreign-owned sales subsidiaries, and, on the other, regression back to the agency form. They also reveal a long-standing persistence of a single channel of distribution.

Item Type:Article
Status:Published
Refereed:Yes
Glasgow Author(s) Enlighten ID:Young, Prof Stephen and Jones, Prof Marian
Authors: Wheeler, C., Jones, M.V., and Young, S.
Subjects:H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
College/School:College of Social Sciences > Adam Smith Business School > Management
Journal Name:European Journal of Marketing
Publisher:Emerald Group Publishing Ltd.
ISSN:0309-0566
ISSN (Online):1758-7123

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