The Change of Sales Modes in International Markets : Empirical Results for German and British High-Tech Firms

@inproceedings{Fryges2005TheCO,
  title={The Change of Sales Modes in International Markets : Empirical Results for German and British High-Tech Firms},
  author={Helmut Fryges},
  year={2005}
}
The choice of the appropriate sales mode belongs to the firm’s most important strategic decisions after entering into a foreign market. Thus, it is important that the selected foreign sales mode best suits a firm’s available resources and capabilities. However, these resources and capabilities change over time. Therefore, it might be necessary for a firm to adjust its foreign sales mode to these changing firm-specific conditions. Using a longitudinal data set of newly founded technology-based… CONTINUE READING

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