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...

Examines Web sites of firms in high technology business markets, and identifies three categories of sites: image building sites, sales assistance sites, and integrated sites. This categorisation is derived from a content analysis of the Web sites of 150 members of the American Electronics...