To read this content please select one of the options below:

An integrated model for international market and entry mode selections for Chinese contractors

Liping Li (Business School, Sichuan University, Chengdu, China) (School of Economics and Management, Chongqing University of Posts and Telecommunications, Chongqing, China)
Chuan Chen (Business School, Sichuan University, Chengdu, China)
Igor Martek (School of Architecture and Built Environment, Deakin University, Geelong, Australia)
Guanghua Li (College of Environment and Civil Engineering, Chengdu University of Technology, Chengdu, China)

Engineering, Construction and Architectural Management

ISSN: 0969-9988

Article publication date: 20 January 2023




Given their interrelationship, international market selection (IMS) and entry mode selection (EMS) must be considered jointly if an optimal entry strategy is to be realized. However, researchers in the field of international construction have the tendency to consider IMS and EMS independently or sequentially. Therefore, this paper aims to explore a holistic framework that can accommodate IMS and EMS concurrently and test it using empirical data.


his study includes theoretical and empirical research. In theoretical part, an integrated decision model of IMS and EMS is proposed adopting literature review and theoretical derivation, then hypotheses are developed for the impact of decision-making factors. In the latter part, the IMS and EMS of 54 Chinese contractors in 67 countries were investigated, empirical data are collected according to hypotheses, an ordinal logistic regression model is established for statistics analysis. Finally, findings are drawn by comparing literature-based hypotheses with data-based analysis results.


Results show that empirical data fit theoretical model well. Findings are: IMS and EMS can be integrated into a holistic decision-making framework when be properly sequenced. When IMS and EMS are determined simultaneously, the decision can benefit from a sharing of common information. And the roles of at least 13 common factors are empirically demonstrated in this study.

Research limitations/implications

The integrated decision sequence proposed in this study is applicable for a specific market, and cannot compare multiple alternative markets directly. The decision-making factors identified in this paper do not cover the enterprise strategic objectives and some other factors. Empirical data and some theoretical assumptions are based on the international market entry strategy of Chinese contractors. Therefore, the conclusions may not be completely applicable to global contractors though have certain reference value.


Based on the idea of holistic decision-making of IMS and EMS, this study proposes an international market entry strategy (IMES) sequence and an explicit model for determinants, then tests them with empirical data. This paper provides a new idea to manage IMS and EMS concurrently, which can improve the efficiency of IMES decision-making and avoid missing optimal alternatives. This study paves the way for a practical model and provides reference for contractors' international market entry strategy.



This study was supported by the National Natural Science Foundation of China (grant number 71971147) and the Chongqing University of Posts and Telecommunications (grant number XJG18209).


Li, L., Chen, C., Martek, I. and Li, G. (2023), "An integrated model for international market and entry mode selections for Chinese contractors", Engineering, Construction and Architectural Management, Vol. ahead-of-print No. ahead-of-print.



Emerald Publishing Limited

Copyright © 2022, Emerald Publishing Limited

Related articles