Abstract

http://ssrn.com/abstract=1804335
 
 

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Distribution Channel Choice of New Entrepreneurial Ventures


Malte Brettel


Aachen University of Technology (RWTH)

Andreas Engelen


RWTH Aachen University - School of Economics and Business Administration

Thomas Müller


affiliation not provided to SSRN

Oliver Schilke


University of California, Los Angeles (UCLA)

May 6, 2010

Entrepreneurship Theory and Practice, Vol. 35, No. 4, 2011

Abstract:     
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.

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Date posted: April 7, 2011 ; Last revised: November 28, 2012

Suggested Citation

Brettel, Malte and Engelen, Andreas and Müller, Thomas and Schilke, Oliver, Distribution Channel Choice of New Entrepreneurial Ventures (May 6, 2010). Entrepreneurship Theory and Practice, Vol. 35, No. 4, 2011. Available at SSRN: http://ssrn.com/abstract=1804335

Contact Information

Malte Brettel
Aachen University of Technology (RWTH) ( email )
Templergraben 64
52056 Aachen, 52056
Germany
0049 241 80 96148 (Phone)
HOME PAGE: http://www.win.rwth-aachen.de
Andreas Engelen
RWTH Aachen University - School of Economics and Business Administration ( email )
Aachen
Germany
Thomas Müller
affiliation not provided to SSRN ( email )
Oliver Schilke (Contact Author)
University of California, Los Angeles (UCLA) ( email )
264 Haines Hall
375 Portola Plaza
Los Angeles, CA 90095-1551
United States
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