Title: Analysis of the determinants of export modes used by French wine businesses

Authors: Ludivine Duval; Carole Maurel; Jean-Laurent Viviani

Addresses: ISG Paris, 147 avenue Victor Hugo, 75116 Paris, France; Crédit Agricole SA, 12, Place des Etats-Unis, 92 920 Montrouge Cedex, France ' Montpellier Research in Management (MRM), ISEM – University of Montpellier, Espace Richter – Rue Vendémiaire – Bât B – CS 19519, 34960 Montpellier Cedex 2, France ' IGR-IAE Rennes, Centre de Recherche en Economie et Management (CREM), 11 rue Jean Macé, 35 700 Rennes, France

Abstract: This paper examines the factors that determine the selection of the export mode used by French wine businesses and their degree of control. A national survey of 120 French wine businesses highlights the positive impact of size and the negative impact of international experience, as well as differences according to export markets and wine regions. A qualitative study of 50 wine businesses clarifies the context and points out the role played by distribution channels and relational control in SMEs.

Keywords: export modes; commercial export policy; resources; skills; winemaking SMEs; small and medium-sized enterprises; wine exports; exporting; France; firm size; international experience; export markets; wine regions; distribution channels; relational control.

DOI: 10.1504/IJESB.2016.079968

International Journal of Entrepreneurship and Small Business, 2016 Vol.29 No.4, pp.627 - 650

Available online: 11 Oct 2016 *

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