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An evaluation of external factors in the decision of UK industrial firms to enter a new non‐domestic market: an exploratory study

Jeryl Whitelock (School of Management, University of Salford, Salford, UK)
David Jobber (School of Management, University of Bradford, Bradford, UK)

European Journal of Marketing

ISSN: 0309-0566

Article publication date: 1 November 2004

Abstract

A study of key decision makers in a sample of large international companies explored the non‐domestic market entry decision. A literature review revealed five broad external domains which held the potential to affect that decision. A series of statements was factor analysed to reveal ten more specific variables. An analysis of which variables discriminated between the decision to enter and not enter a new non‐domestic market demonstrated that geocultural/political similarity, developed economy, attractive market, good market information and governmental attitude significantly affected the decision. The findings supported a marketing‐strategy based theory of market entry.

Keywords

Citation

Whitelock, J. and Jobber, D. (2004), "An evaluation of external factors in the decision of UK industrial firms to enter a new non‐domestic market: an exploratory study", European Journal of Marketing, Vol. 38 No. 11/12, pp. 1437-1455. https://doi.org/10.1108/03090560410560182

Publisher

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited