The choice of export mode is a key decision for firms entering foreign markets. The channel management and internationalisation literatures provide rationales for the selection of channel modes but offer little insight into the nature of the decision-making process itself. There is a paucity of...

A transaction cost analysis model of the situations in which small knowledge‐intensive firms use multiple distribution channels to serve a foreign market is developed. The central argument is that integrated modes are generally preferred, as they facilitate protection of knowledge‐based...

The choice of export mode is a key decision for firms entering foreign markets. The channel management and internationalisation literatures provide rationales for the selection of channel modes but offer little insight into the nature of the decision‐making process itself. There is a paucity...

Presents the findings of a comparative study into the export behaviour and internationalization of small computer software firms in Finland, Ireland and Norway. These findings challenge many of the underlying assumptions of conventional internationalization “stage” theories and lead to the...

Describes the implementation of an SERC export marketing teaching company scheme (TCS) involving a small Northern Ireland firm and marketing staff from the University of Ulster. Outlines how a mutually‐beneficial, tri‐partite relationship was formed to harness additional human and financial...