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E-ISSN : 2288-2766

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Vol.6 No.1

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The Management of International Distribution Channels: Focusing on the Perspective Korean Exporting Companies

East Asian Journal of Business Economics / East Asian Journal of Business Economics, (E)2288-2766
2018, v.6 no.1, pp.47-63
https://doi.org/10.20498/eajbe.2018.6.1.47
EungKweon Lee
EungKweon, L. (2018). The Management of International Distribution Channels: Focusing on the Perspective Korean Exporting Companies. East Asian Journal of Business Economics, 6(1), 47-63, https://doi.org/10.20498/eajbe.2018.6.1.47

Abstract

The research was an attempt to determine how selected Korean General Trading Companies, (KGTCs), manage their international distribution channels to sustain the growth of the international marketplace. Specifically, the following questions were answered: What is the profile of the respondents in terms of(①position in the company②experience in channel of distribution operations ) What is the profile of the respondents in terms of: (①number of distribution channels existing in the international marketplace; and② volume of exports in CY 2014~15? ③ position in the company 3. What suggestions are offered in an effort to effectively manage a channel of distribution? Channel management is about choosing and motivating the intermediaries and to evaluate their achievements. As a result, From the foregoing findings, the following conclusions were drawn: ①.The thirty-nine (39) respondents representing 55 percent have less than 10 years of experience in channel of distribution operations while 34 respondents, equivalent to 45 percent have 10 or more years of experience. ②. alll of the respondent KGTCs are using the channel of distribution in their export operations in Asia. ③.Respondent KGTCs’ 2015 export sales in Asia were between US$ 100 to 200 million.

keywords
Korean General Trading Companies, (KGTCs), intermediaries, exporting companies, distributor, investigates, communication, requirements

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