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International Entry Mode Choices of Software Firms

An Analysis of Product-Specific Determinants


Jessica Winkler

When entering foreign markets, software firms need to make a fundamental choice regarding the distribution arrangements for software products and related services. This choice may involve contracting with local partners or entering foreign markets through company-owned channels. This book focuses on analyzing such boundary choices. Taking a resource-based and knowledge-based perspective, a research model is developed that outlines software firms’ international entry mode choices in the light of software product and service characteristics. The research model is tested based on survey data from medium-sized German software firms that operate internationally. Thus, the book provides theoretically and empirically grounded insights into the determinants of software firms’ entry mode choices.
Contents: Software firms’ international entry mode choices – Software product and service characteristics – Knowledge transfer to foreign markets – Internationalization status of German software firms.