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Rask, M. (2005) Exporting Complex Digital Products: Motives and Entry Modes. Paper presented at the 9th International Conference on Marketing and Development, Thessaloniki, Greece, June 8-11, 2005

When the product is digital, it will most often be distributed directly to the customer through the Internet, and therefore the entry modes, considered in this paper, are different flavors of the entry mode called direct export: Virtual export channel are generally understood as the entry mode for digital product providers. However other types of entry modes like what wee call direct digital export with F2F-sales, direct digital export with F2F-support and virtual sales subsidiary are entry modes that respond to a higher degree of pre- and after-sales complexity.

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  Morten Rask 1997-2011