Selecting overseas markets and entry modes: two decision processes or one?

Abstract

Contrary to the prevalent theory approaches that treat market selection and market entry mode selection as two related but essentially separate decisions, this paper argues that these should most appropriately be looked on as two aspects of one decision process. It proposes that an exhaustive list of factors that can influence outcomes of such an integrated process be developed and argues that an inclusive spectrum of analysis would be able to accommodate all business contexts and most relevant business practice. It then presents a new market and market entry mode selection model (MEMS) which conforms to the proposed inclusive spectrum of the underlying decision process analysis.

Citation

Koch, A.J. (2001), "Selecting overseas markets and entry modes: two decision processes or one?", Marketing Intelligence & Planning, Vol. 19 No. 1, pp. 65-75. https://doi.org/10.1108/02634500110366120