Distribution Channel Choice of New Entrepreneurial Ventures

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

Posted: 7 Apr 2011 Last revised: 28 Nov 2012

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 Arizona

Multiple version iconThere are 2 versions of this paper

Date Written: May 6, 2010

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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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: https://ssrn.com/abstract=1804335

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 Arizona ( email )

1130 E. Helen St.
McClelland Hall
Tucson, AZ 85721
United States

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