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Vertriebswegswahl junger, innovativer Unternehmen pp 69–100Cite as

Erklärungsmodell und Hypothesen

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Vier Forschungsfragen sollen im Rahmen dieser Arbeit beantwortet werden. Erstens soll konzeptionell herausgefunden werden, welche Faktoren die Vertriebswegswahl bei jungen, innovativen Unternehmen beeinflussen. Diese erste Forschungsfrage soll in Kapitel 4.1 beantwortet werden. Zweitens soll empirisch untersucht werden, wie stark der Einfluss der einzelnen Einflussfaktoren auf die Vertriebswegswahl ist. Dafür werden ebenfalls in Kapitel 4.1 Hypothesen abgeleitet, die im weiteren Verlauf der Arbeit überprüft werden. Drittens soll empirisch analysiert werden, welche Erfolgswirkung die Vertriebswegswahl hat. Im Kapitel 4.2 werden hierfür Hypothesen aufgestellt und überprüft. Viertens soll eine später zu analysierende Hypothese zur Wirkung des Unternehmenstyps auf das Gesamtmodell abgeleitet werden (Kapitel 4.3). Schließlich werden die Hypothesen in einem Forschungsmodell zusammengefasst, das in Kapitel 4.4 vorgestellt wird.

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(2008). Erklärungsmodell und Hypothesen. In: Vertriebswegswahl junger, innovativer Unternehmen. Gabler. https://doi.org/10.1007/978-3-8349-8162-2_4

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