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Overseas sales subsidiaries

In: Foreign Direct Investment by Smaller UK Firms: The Success and Failure of First-Time Investors Abroad

Author

Listed:
  • Peter J. Buckley

    (University of Bradford)

  • Gerald D. Newbould

    (Cleveland State University)

  • Jane C. Thurwell

    (Philips International)

Abstract

As noted in Chapter 2, the survey was set up to deal with overseas production subsidiaries. However, a number of firms contacted in the enquiry stages expressed a willingness to participate even though they had set up an overseas sales subsidiary only. Consequently, in order not to let potential data slip by, there was a follow up on these firms. Thus, this chapter examines the experiences of smaller firms which have recently established marketing and distribution subsidiaries abroad for the first time. The purposes of the chapter are to determine the extent to which an overseas sales subsidiary is a potential springboard to overseas production, and to determine the extent to which a local presence and sales facility generates demand for the firm’s products. Lessons learned and problems encountered are discussed in order to assist those managers currently contemplating setting up an overseas sales subsidiary for the first time.

Suggested Citation

  • Peter J. Buckley & Gerald D. Newbould & Jane C. Thurwell, 1988. "Overseas sales subsidiaries," Palgrave Macmillan Books, in: Foreign Direct Investment by Smaller UK Firms: The Success and Failure of First-Time Investors Abroad, chapter 9, pages 179-198, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-349-08231-5_9
    DOI: 10.1007/978-1-349-08231-5_9
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