The Influence of a Retail Firm’s Geographic Scope of Operations on Its International Online Sales
(2016) In International Journal of Electronic Commerce 20(3). p.293-318- Abstract
- While previous research has advocated the use of online sales channels as a driver for international expansion, the nature of the relationship between e-commerce and international sales is still unexplored. The purpose of this paper is to create a parsimonious model where we investigate whether, and to what extent, strategies pertaining to the geographical scope of international operations moderate the effect that online sales channel adoption has on international sales of retail firms. Based on a sample of 562 Swedish retail firms, using a multiple regression method, we are able to demonstrate that online sales channel adoption has a positive effect on international sales. The effect is, however, negatively moderated by geographical... (More)
- While previous research has advocated the use of online sales channels as a driver for international expansion, the nature of the relationship between e-commerce and international sales is still unexplored. The purpose of this paper is to create a parsimonious model where we investigate whether, and to what extent, strategies pertaining to the geographical scope of international operations moderate the effect that online sales channel adoption has on international sales of retail firms. Based on a sample of 562 Swedish retail firms, using a multiple regression method, we are able to demonstrate that online sales channel adoption has a positive effect on international sales. The effect is, however, negatively moderated by geographical export scope. The study contributes to research focusing on e-commerce in internationalizing retailing firms by specifically demonstrating that strategic considerations related to the geographical scope of operations are likely to have significant effects on their international sales performance. (Less)
Please use this url to cite or link to this publication:
https://lup.lub.lu.se/record/f612c70e-6cc1-4dd0-af48-bd7cb6608534
- author
- Tolstoy, Daniel ; Jonsson, Anna LU and Sharma, Dharam Deo
- organization
- publishing date
- 2016-07-02
- type
- Contribution to journal
- publication status
- published
- subject
- keywords
- E-commerce, e-tail, geographic importation scope, geographical exportation scope, international sales, internationalization, online retail, retail industry
- in
- International Journal of Electronic Commerce
- volume
- 20
- issue
- 3
- pages
- 26 pages
- publisher
- M. E. Sharpe
- external identifiers
-
- wos:000374053500002
- scopus:84962822298
- ISSN
- 1086-4415
- DOI
- 10.1080/10864415.2016.1121760
- language
- English
- LU publication?
- yes
- id
- f612c70e-6cc1-4dd0-af48-bd7cb6608534
- date added to LUP
- 2016-04-29 10:32:03
- date last changed
- 2024-04-18 22:13:40
@article{f612c70e-6cc1-4dd0-af48-bd7cb6608534,
abstract = {{While previous research has advocated the use of online sales channels as a driver for international expansion, the nature of the relationship between e-commerce and international sales is still unexplored. The purpose of this paper is to create a parsimonious model where we investigate whether, and to what extent, strategies pertaining to the geographical scope of international operations moderate the effect that online sales channel adoption has on international sales of retail firms. Based on a sample of 562 Swedish retail firms, using a multiple regression method, we are able to demonstrate that online sales channel adoption has a positive effect on international sales. The effect is, however, negatively moderated by geographical export scope. The study contributes to research focusing on e-commerce in internationalizing retailing firms by specifically demonstrating that strategic considerations related to the geographical scope of operations are likely to have significant effects on their international sales performance.}},
author = {{Tolstoy, Daniel and Jonsson, Anna and Sharma, Dharam Deo}},
issn = {{1086-4415}},
keywords = {{E-commerce; e-tail; geographic importation scope; geographical exportation scope; international sales; internationalization; online retail; retail industry}},
language = {{eng}},
month = {{07}},
number = {{3}},
pages = {{293--318}},
publisher = {{M. E. Sharpe}},
series = {{International Journal of Electronic Commerce}},
title = {{The Influence of a Retail Firm’s Geographic Scope of Operations on Its International Online Sales}},
url = {{http://dx.doi.org/10.1080/10864415.2016.1121760}},
doi = {{10.1080/10864415.2016.1121760}},
volume = {{20}},
year = {{2016}},
}