La internacionalización mediante canales comerciales: una aproximación empírica a las empresas industriales españolas
DOI:
https://doi.org/10.51302/rcyt.2003.16191Resumen
Este trabajo ha sido seleccionado y obtenido el Accésit Premio Estudios Financieros 2002 en la Modalidad de contabilidad y administración de empresas.
En este trabajo se estudia la elección del tipo de canal de comercialización internacional. Las empresas entran en mercados internacionales para explotar ventajas específicas acumuladas a lo largo del tiempo en los mercados nacionales. Para entrar en estos mercados pueden utilizar canales comerciales exteriores ajenos –opción de mercado–, propios –opción jerárquica– y cooperativos –opción híbrida–. La elección de uno de ellos está determinada por las ventajas de internalización, esto es, los costes de transacción que pueden surgir como consecuencia de la especificidad de las ventajas específicas. Partiendo de una muestra de 1.792 empresas industriales instaladas en España, se detecta que la interacción entre las ventajas específicas y las ventajas de internalización explica el tipo de canal de comercialización internacional. Además, se constata que las empresas que toman decisiones consistentes sobre la elección del canal comercial internacional obtienen una rentabilidad económica superior a aquellas que toman decisiones inconsistentes.
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