Distribution Channel Choice of New Entrepreneurial Ventures

This study provides a comprehensive analysis of distribution channel choices of new entrepreneurial ventures (NEVs). First, factors that influence NEVs’ choice of distribution channels are examined. Second, performance consequences of those choices are investigated. A research model drawing from tra...

Full description

Saved in:
Bibliographic Details
Published in:Entrepreneurship theory and practice 2011-07, Vol.35 (4), p.683-708
Main Authors: Brettel, Malte, Engelen, Andreas, Müller, Thomas, Schilke, Oliver
Format: Article
Language:English
Subjects:
Analysis
Business management
Business metrics
Business organization
Distribution channels
Entrepreneurs
Entrepreneurship
Financial performance
Innovation
Studies
Sustainable development
Transaction costs
Citations: Items that this one cites
Items that cite this one
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:This study provides a comprehensive analysis of distribution channel choices of new entrepreneurial ventures (NEVs). First, factors that influence NEVs’ choice of distribution channels are examined. Second, performance consequences of those choices are investigated. A research model drawing from transaction cost economics as well as customer relationship and strategy literature is developed. Data collected from 330 NEVs are used to test the proposed model. The results show that the identified antecedents explain a large part of the variance in NEVs’ channel choice. Moreover, NEVs that accomplish a fit between their distribution channel system and transaction cost–, product–, strategy–, and competition–related variables tend to perform better. Findings are discussed in light of the specific characteristics of NEVs.
ISSN:1042-2587
1540-6520
DOI:10.1111/j.1540-6520.2010.00387.x