Abstract
There are several factors to consider when determining whether a direct, indirect, or collaborative sales strategy is best for you—the most important are the extent of your resources, the degree of control you wish to exercise over your export ventures, and other in-country issues. The following analysis will help you to make a decision that is tailored to your needs.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Notes
- 1.
“Managing Differences: The Central Challenge of Global Strategy,” Pankaj Ghemawat, Harvard Business Review, March 2007, http://hbr.org/2007/03/managing-differences-the-central-challenge-of-global-strategy/ar/1 .
- 2.
“Distance Still Matters: The Hard Reality of Global Expansion,” Pankaj Ghemawat, Harvard Business Review, September 2001, http://hbr.org/2001/09/distance-still-matters-the-hard-reality-of-global-expansion/ar/1 .
- 3.
“Examples of Successful Strategic Alliances,” Je’ Czaja, Chron, accessed October 27, 2013, http://smallbusiness.chron.com/examples-successful-strategic-alliances-13859.html .
- 4.
“Nokia and Intuit Form Global Alliance to Create Mobile Marketing Services to Small Businesses,” Intuit: Press Releases, September 15, 2010, http://about.intuit.com/about_intuit/press_room/press_release/articles/2010/NokiaAndIntuitFormGlobalAlliance.html .
- 5.
“Guide to Size Standards,” SBA.gov, accessed October 27, 2013, http://www.sba.gov/content/guide-size-standards .
- 6.
See “How to Make a Global Joint Venture Work,” J. Peter Killing, Harvard Business Review, May 1982, http://hbr.org/1982/05/how-to-make-a-global-joint-venture-work/ar/4 .
- 7.
“Larry Ellison’s Fantasy Island,” Julian Guthrie, Wall Street Journal, June 13, 2013, http://online.wsj.com/article/SB10001424127887324798904578529682230185530.html .
- 8.
“Dominos Around the World: International Franchising with Dominos Pizza,” Domino’s Biz, accessed October 27, 2013, http://www.dominosbiz.com/Biz-Public-EN/Site+Content/Secondary/International/International+Franchising/ .
- 9.
“International Franchising,” the About McDonalds Web site, accessed October 27, 2013, http://www.aboutmcdonalds.com/mcd/franchising/international_franchising.html .
- 10.
Shelly Sun, CEO and co-founder, BrightStar, email exchange October 8, 2013.
- 11.
“Dealing with the Complexities of International Expansion,” Bachir Mihoubi, InternaÂtional Franchising Association, published in Franchising World, March 2011, http://www.franchise.org/Franchise-Industry-News-Detail.aspx?id=53325 .
- 12.
“Technology Transfer,” HP, accessed October 27, 2013, http://www.hp.com/hpinfo/abouthp/iplicensing/technology/ .
- 13.
“Global Pricing and Licensing,” accessed October 30, 2013, http://www.oracle.com/us/corporate/pricing/index.html
- 14.
“License Agreements,” gettyimages, accessed October 27, 2013, http://www.gettyimages.com/Corporate/LicenseAgreements.aspx .
Author information
Authors and Affiliations
Rights and permissions
Copyright information
© 2013 Laurel J. Delaney
About this chapter
Cite this chapter
Delaney, L.J. (2013). Methods of Exporting Direct, Indirect, and Collaborative Sales Channels. In: Exporting. Apress, Berkeley, CA. https://doi.org/10.1007/978-1-4302-5792-9_17
Download citation
DOI: https://doi.org/10.1007/978-1-4302-5792-9_17
Published:
Publisher Name: Apress, Berkeley, CA
Print ISBN: 978-1-4302-5791-2
Online ISBN: 978-1-4302-5792-9
eBook Packages: Business and EconomicsBusiness and Management (R0)Apress Access Books