In diesem Beitrag wird die Bedeutung effizienter Vertragsgestaltung aus der Sicht des Herstellers als Leasinggeber analysiert. Der Beitrag zeigt, dass Hersteller von Gütern mit hoher Qualität durch das Anbieten von kurzfristigen Verträgen (oder durch eine Kombination aus einem langfristigen...

This article studies systems integrators' export channel pricing management for integrated solutions. We find support from our empirical case study for the notion that a systems integrator's export channel pricing strategy is multidimensional and dependent on international pricing environment...

Insurance products are distributed both by independent and dependent agents, although the use of independent agents is more costly. The product quality hypothesis states that independent agents provide both insurers and customers with higher service quality and therefore, remain on the market....

Until its liberalisation in 1994 exclusive agents dominated the distribution of products in the German life insurance industry. Since then, their importance has been declining for the benefit of both distribution via direct distribution channel and independent agents. However, the market shares...

In times of increasing oil prices and a weak dollar, European companies that focus their business on the US market may find themselves in a weak position. While many businesses can hedge this kind of risk by relocating production to the US, or employing financial remedies, these strategies may...

Markenfokussierte vertikale Distributionssysteme wie bei Esprit, S.Oliver oder Swarovski basieren auf einem integrierten Markenauftritt, einer vertikalen Wertschöpfungskette und multiplen Distributionsformen unterschiedlicher Vielfalt. Diese drei Kernelemente sind im Distributionssystem...

This article studies the use of different distribution channels as an instrument of price discrimination in credence goods markets. In credence goods markets, where consumers do not know which quality of the good or service they need, price discrimination proceeds along the dimension of quality...

This paper uses Granger non{causality tests to analyze if channel competition exists between the companion websites of 93 German newspapers observed between I/1998 and II/2005. It provides econometric evidence for significant negative effects of companion website tra?c on the print circulation...

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...

With the referral of the Kodak - Fuji market access dispute to the World Trade Organization, the role of retail distribution channel control by incumbent firms as a barrier to imports has drawn much interest. This paper reviews the issues from an historical perspective and analyzes the...