Distribution channel choice of new entrepreneurial ventures

Malte Brettel, Andreas Engelen, Thomas Müller, Oliver Schilke

Research output: Contribution to journalArticle

13 Scopus citations

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.

Original languageEnglish (US)
Pages (from-to)683-708
Number of pages26
JournalEntrepreneurship: Theory and Practice
Volume35
Issue number4
DOIs
StatePublished - Jul 1 2011
Externally publishedYes

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ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics

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