Distribution Channel Choice of New Entrepreneurial Ventures
研究了影响新创企业分销渠道选择的因素，以及渠道选择对企业绩效的影响，基于330家新创企业的数据发现，渠道选择与交易成本、产品、战略和竞争因素匹配时绩效更好。
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.