Distributor-seeking Behavior of SMEs in the Global Environment

This paper presents a conceptual model and propositions for research examining relationships between distributor-seeking factors and SMEs' choices of distributors, and the influence of the Internet on SMEs engaged in international business. Examining how international SMEs select new distributors and how the Internet technology, the only communications tool SMEs prefer due to limited financial resources, can benefit SMEs in the process of selecting new distributors, the paper discusses factors of information and knowledge, environmental uncertainty, and costs of coordination, which are related to the choice of a new distributor. Suggestions for future research are offered.