Sales Subsidiaries Research Articles

Fair Comparison, Objective Examination and Positive Evidence in Undercutting Margins Computed in EU Trade Defence Investigation? No, Thanks

In recent years, the European Commission has changed its practice of assessing price undercutting in trade defence investigations where the exporter sells via related sales subsidiaries. In such cases, undercutting was calculated on the basis of a ‘constructed export price’, obtained by deducting selling, general and administrative costs and notional profits from the actual export price. This practice was successfully challenged in Case T-301/16 Jindal v. Commission, where the General Court found that the European Commission had failed to compare prices at the same level of trade. The General Court also highlighted the importance of calculating undercutting on the basis of the actual prices charged to the first independent buyers.

The Differing Foreign Entry Mode Choices for Sales and Production Subsidiaries of Multinational Corporations in the Manufacturing Industry

Foreign market entry mode research has been a popular area of study. However, a clear agreement between the usage of conventional constructs and their impact on a firm’s entry mode choice has not yet been found. This paper focuses on how, depending on the type of subsidiary that is established, multinational corporations (MNCs) in the manufacturing industry use different foreign market entry strategies. Previous research either treated types of subsidiaries synonymously or investigated them separately. However, due to the changing competitive landscape and disaggregation of value chain activities into separate subsidiaries, I find it necessary to compare how these entry mode choices differ depending on the activity each subsidiary is responsible for. My analysis finds that MNCs in the manufacturing industry are more likely to use joint ventures rather than wholly owned modes of entry for their production subsidiaries in comparison to their sales subsidiaries. I further explore how the international experience of the MNC strengthens this effect. This research utilizes a sample of 201 listed Korean manufacturing firms and 833 foreign market entry mode choices into 49 countries.

MNE subsidiary evolution from sales to innovation: Looking inside the black box

Whereas the innovation-related evolution of multinational enterprise (MNE) subsidiaries has been extensively studied, the numerous sales subsidiaries in MNE networks have received little attention in this context. This study examines the evolution process of a sales subsidiary towards acquiring innovation-related capabilities and actively supporting innovation activities of a MNE. The evolution is explained in terms of technical information flow in an in-depth case study of a semiconductor MNEs’ sales subsidiary in South Korea. We find that the evolution of the sales subsidiary to innovation support has been enabled by a combination of subsidiary-related, lead market-related and event-related factors. We contribute to the literature on MNE subsidiary evolution by studying the unexplored evolution of a sales subsidiary. We combine the general framework of subsidiary evolution with the lead user perspective and suggest directions for potential theory extensions on MNE subsidiary evolution.

Transnational HR network learning in Korean business groups and the performance of their subsidiaries

This study explores (1) how two distinct dimensions of transnational human resources (HR) network learning, i.e. globally linked and locally leveraged learning, are related to the performance of the foreign subsidiaries of Korean business groups (chaebols) and (2) how strategic HR learning mediates the relationship between these two dimensions of transnational HR network learning and the performance of foreign subsidiaries. We propose that each dimension of transnational HR network learning is related independently and jointly to the performance of a chaebol's foreign subsidiaries. Our results suggest that locally leveraged HR learning has a stronger relationship with the performance of sales subsidiaries, whereas globally linked HR learning has a stronger relationship with the performance of manufacturing subsidiaries. In addition, we find that the interaction between the two dimensions of transnational HR network learning has a weaker positive relationship with the performance of foreign manufacturing subsidiaries than that of foreign sales subsidiaries.

Coordinating Sales and Raw Material Discounts in a Global Supply Chain

In this paper, the supplier of a key component to a global manufacturer offers a one‐time price discount; we study the firm's optimal response to the discount under two different strategies. In the first strategy, the firm does not pass along the discount to its customers (sales subsidiaries); the firm simply coordinates purchasing and production among the different factories to take advantage of this one‐time price discount. In the second strategy, the firm offers price discounts for its most profitable products in different sales subsidiaries to increase their demand. We carried out experiments for the two strategies based on a mathematical programming model, built around Toshiba's global notebook supply chain. Model constraints include, among others, material constraints, bill‐of‐materials, capacity and transportation constraints, minimum lot size constraints, and a constraint on minimum fill rate (service level constraint). Unlike most models of this type in the literature, which define variables in terms of single arc flows, we employ path variables, which allow for direct identification and manipulation of profitable and non‐profitable products.

Exporter trust, commitment and marketing control in integrated and independent export channels

This article explores differences between three entry modes—sales subsidiaries, agents and distributors—along four dimensions—trust, commitment, marketing control and performance. It is posited that trust, commitment, marketing control and performance are highest in integrated modes (like sales subsidiaries) and lowest in distributor relationships, the agency solution being situated somewhere in between. These hypotheses are tested in a sample of 260 exporter intermediary relations of 120 Norwegian exporters. Concerning marketing control the hypotheses are confirmed. On the other hand—there is virtually no difference between agents and distributors on two other dimensions: trust and commitment. Here the dividing line goes between integrated and independent channels. Concerning financial performance, there is no significant difference between the three modes of entry. However, integrated modes of entry seem to meet exporter expectations better than independent solutions regarding the more general performance measure, ‘goal achievement’. Implications for research and management are discussed.

German Direct Investment in the UK, 1871–1918

This article examines German direct investment in the United Kingdom between 1871 and 1918. It is based on a new databank encompassing 179 empirical cases of FDI in sales subsidiaries, production units and service sector companies during a period when Anglo-German trade was intensive. FDI was growing as well, due both to the increasing competitiveness of German companies and to rising British non-tariff barriers to trade. German FDI in Britain is put into perspective by comparing it with German FDI elsewhere and with other FDI in the UK. Against this background the article ascertains from a German home country perspective what shape and extent investments took. Investments originating from 14 different branches of the economy are analysed according to type of investment, capital invested, branch, products, legal form chosen, date of entry, and location in the UK. The determinants behind investments are examined, and German FDI in this period is shown to be multi-causal.

Patents Legislation and German FDI in the British Chemical Industry before 1914

This article analyzes the investments in both manufacturing units and sales subsidiaries by German chemical companies in the United Kingdom prior to 1914. It extends the findings in the existing literature on the subject, as sales subsidiaries have not so far been investigated. In particular, the article focuses on the motives underlying these investments. By building sales subsidiaries, German companies hoped to improve their control over foreign distribution activities and to promote their own brand names. As for the creation of manufacturing outlets, the motives of the companies differed before and after the reform of the British patent law in 1907. Prior to patent law reform, branch plants were set up due to transport cost considerations, resource orientation, or the pursuit of monopoly. Further reasons included restrictions on the use of proprietary technology in the home country and capacity constraints in the home factory. It was only after 1907 that manufacturing units were established to safeguard the companies' British patents. Consequently, the traditionally held notion that it was solely the patent law of 1907 which sparked off German FDI in the British chemical industry needs to be modified.

Market entry modes and channels of distribution in the UK machine tool industry

Explores explanations for the continuance of agents or distributors and sales subsidiaries as international market entry and development modes and channels of distribution in the machine tool industry in the UK, and for entry mode evolution. Data were collected by in‐depth interviews with machine tool importers, interpreted qualitatively and related to conventional theoretical approaches. Results reveal, on the one hand, the progression of agents and distributors through acquisition to create foreign‐owned sales subsidiaries, and, on the other, regression back to the agency form. They also reveal a long‐standing persistence of a single channel of distribution.

A Comparative Study of Manufacturers' Sales Subsidiaries and Manufacturers' Sales Finance Subsidiaries in the UK, USA, Canada and Japan

Attempts to examine the roles and purposes of manufacturers' sales subsidiaries by means of a survey carried out in the UK, the USA, Canada and Japan. Suggests that, in the UK and the USA, these subsidiaries have room for improvement.

The international marketing strategies of New England high-technology firms

This paper examines the relationship between international marketing strategy, foreign sales performance and overall corporate performance for a small sample of 39 New England high technology firms. The results show that existence of an international marketing commitment is beneficial to overall corporate performance; however, no incremental contribution to corporate performance is evident from the use of foreign manufacturing operations over foreign sales subsidiaries.