The Success of Sales Subsidiaries

This chapter investigates in detail the success and decision making of sales subsidiaries established in the United Kingdom by smaller Continental European firms. Section 10.1 gives the basic data on sales subsidiaries, Section 10.2 examines the success such firms have achieved in the United Kingdom, and Section 10.3 analyses the range of functions they perform. Section 10.4 examines the motivation behind the establishment of sales subsidiaries, and in Section 10.5 we analyse entry strategies, including locational decisions. Section 10.6 examines marketing strategies. Section 10.7 investigates the attitudes of the sales subsidiaries towards the possibility of investing in production facilities in the United Kingdom. An executive summary concludes the chapter.