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The influence of a retail firms geographic scope of operations on its international online sales

Tolstoy, Daniel; Jonsson, Anna LU and Sharma, Dharam Deo (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.

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Please use this url to cite or link to this publication:
author
organization
publishing date
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 Inc.
external identifiers
  • scopus:84962822298
  • wos:000374053500002
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
2017-01-01 08:24:08
@article{f612c70e-6cc1-4dd0-af48-bd7cb6608534,
  abstract     = {<p>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.</p>},
  author       = {Tolstoy, Daniel and Jonsson, Anna and Sharma, Dharam Deo},
  issn         = {1086-4415},
  keyword      = {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 Inc.},
  series       = {International Journal of Electronic Commerce},
  title        = {The influence of a retail firms geographic scope of operations on its international online sales},
  url          = {http://dx.doi.org/10.1080/10864415.2016.1121760},
  volume       = {20},
  year         = {2016},
}