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| Content Provider | Springer Nature Link |
|---|---|
| Author | Morschett, Dirk Schramm Klein, Hanna Swoboda, Bernhard |
| Copyright Year | 2008 |
| Abstract | This paper investigates which criteria influence a company’s entry mode choice for its after-sales service in a foreign country. With a focus on the decision between integrative and cooperative entry modes, an empirical study of 80 foreign entry mode decisions by German manufacturing companies identified determinants of particular importance for after-sales service. Country-specific variables exert a dominant influence on entry mode choice. Country risk, fluctuations in demand, and the availability of suitable service partners increase the probability of choosing a cooperative entry mode. Cultural distance from the host country leads to integrative modes. As transaction-specific variables, a difficult service quality evaluation is shown to increase the likelihood of establishing wholly-owned subsidiaries, as are high resource requirements. Service as competitive advantage also leads to the internalization of the service-function. The companies surveyed are highly satisfied with the entry mode chosen for their after-sales service in foreign markets, which implies that managerial implications can be drawn from the results. |
| Starting Page | 525 |
| Ending Page | 550 |
| Page Count | 26 |
| File Format | |
| ISSN | 09388249 |
| Journal | Management International Review |
| Volume Number | 48 |
| Issue Number | 5 |
| e-ISSN | 18618901 |
| Language | English |
| Publisher | SP Gabler Verlag |
| Publisher Date | 2008-12-08 |
| Publisher Place | Wiesbaden |
| Access Restriction | One Nation One Subscription (ONOS) |
| Subject Keyword | Entry Modes After-Sales Service Services Internationalization Competitive Strategy Transaction Costs International Economics Business/Management Science |
| Content Type | Text |
| Resource Type | Article |
| Subject | Business and International Management Strategy and Management |
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