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The Success of Sales Subsidiaries

In: Direct Investment in the United Kingdom by Smaller European Firms

Author

Listed:
  • Peter J. Buckley

    (University of Bradford Management Centre)

  • Zdenka Berkova

    (University of Bradford Management Centre)

  • Gerald D. Newbould

    (Cleveland State University)

Abstract

This chapter investigates in detail the success and decision making of sales subsidiaries established in the United Kingdom by smaller Continental European firms. Section 10.1 gives the basic data on sales subsidiaries, Section 10.2 examines the success such firms have achieved in the United Kingdom, and Section 10.3 analyses the range of functions they perform. Section 10.4 examines the motivation behind the establishment of sales subsidiaries, and in Section 10.5 we analyse entry strategies, including locational decisions. Section 10.6 examines marketing strategies. Section 10.7 investigates the attitudes of the sales subsidiaries towards the possibility of investing in production facilities in the United Kingdom. An executive summary concludes the chapter.

Suggested Citation

  • Peter J. Buckley & Zdenka Berkova & Gerald D. Newbould, 1983. "The Success of Sales Subsidiaries," Palgrave Macmillan Books, in: Direct Investment in the United Kingdom by Smaller European Firms, chapter 10, pages 139-160, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-349-06433-5_10
    DOI: 10.1007/978-1-349-06433-5_10
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