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

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.