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Article
Publication date: 28 June 2018

Byoungho Jin, Jae-Eun Chung, Heesoon Yang and So Won Jeong

Contrary to the mainstream born global (BG) perspective, some previous studies report the incremental expansion of BGs. In addition, the reasons behind BGs initiating specific…

1505

Abstract

Purpose

Contrary to the mainstream born global (BG) perspective, some previous studies report the incremental expansion of BGs. In addition, the reasons behind BGs initiating specific steps, if any, and BGs’ entry market choices are still unknown or rather contrasting. This study views that such contrasting findings may be attributed to the contexts in which BGs operate. Within the context of consumer goods BGs, the purpose of this paper is to examine the entry market choices and post-entry growth patterns, and investigate the underlying reasons.

Design/methodology/approach

This study adopted in-depth historiographic case research from seven Korean BGs in the consumer goods sector that demonstrated success in internationalization. Multiple sources were used to gather data from each case. A total of 14 interviews, approximately two one-on-one interviews per firm, were the major means of data collection.

Findings

The findings revealed that first entry market choices among BGs functioned largely as attempts at emergent opportunities. However, after the first wave of entry into countries with available selling opportunities, entry market choice became a simultaneous pursuit of strategic markets and emergent selling opportunities. BGs focusing on image-oriented consumer goods appeared more strategic when entering the world’s leading markets to gain brand reputation. The analyses of internationalization processes revealed three patterns, which collectively implied that each move to the next stage came from a strategic decision to solve the problems related to survival and strategic visions for growth.

Originality/value

One contribution of this paper is the provision of empirical evidence for entry market choices among consumer goods BGs. The findings suggest that BGs’ entry market choices may not be a simple matter of simultaneous expansion to the world’s lead market. Instead, they may comprise more strategic decision. While previous studies have suggested such evolutionary or path-dependent internationalization processes, this study is among the first to reveal specific growth patterns and the possible reasons behind them.

Details

International Marketing Review, vol. 35 no. 6
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 1 February 2004

Ikechi Ekeledo and K. Sivakumar

This research has two major purposes: developing and testing a resource‐based framework for entry mode choice and ascertaining the extent to which the determinants of foreign…

35364

Abstract

This research has two major purposes: developing and testing a resource‐based framework for entry mode choice and ascertaining the extent to which the determinants of foreign market entry mode choice in the manufacturing sector apply to foreign market entry mode choice in the non‐separable service sector. Using mail survey data collected from top‐level managers of US firms that had been engaged in international business, the article tests a number of research hypotheses concerning foreign market entry mode choice in the manufacturing and service sectors. The managerial and research implications of the findings are delineated and directions for future research are offered.

Details

International Marketing Review, vol. 21 no. 1
Type: Research Article
ISSN: 0265-1335

Keywords

Book part
Publication date: 16 June 2005

Aileen Kennedy

This paper reviews extant contemporary literature in the area of entry mode choice in service firms and analyzes 14 empirical studies conducted in the area. The review is limited…

Abstract

This paper reviews extant contemporary literature in the area of entry mode choice in service firms and analyzes 14 empirical studies conducted in the area. The review is limited to articles which focus specifically on entry mode choice and the determinants of such a choice. The publication time frame covers the period from 1977 to 2003. The review observations in relation to factors such as the origin of the research, the theoretical frameworks underpinning existing entry mode research, methodological approaches and other relevant patterns are presented. The analysis highlights the paucity of empirical research in the area, which in turn has been largely fragmentary and exploratory in nature. It suggests that research sites need to be extended into Europe, alternative research designs need to be considered and the opportunity to conduct some form of collaborative research warrants exploration.

Details

Research on International Service Marketing: A state of the Art
Type: Book
ISBN: 978-0-76231-185-9

Article
Publication date: 30 November 2004

Ming‐Tien Tsai and Yung‐Ming Cheng

This study examines the entry mode and ownership strategies in China, South‐East Asia and Western Europe made by manufacturing firms in Taiwan. The results find that when the…

1985

Abstract

This study examines the entry mode and ownership strategies in China, South‐East Asia and Western Europe made by manufacturing firms in Taiwan. The results find that when the larger, high R&D and high advertising intensive Taiwanese manufacturing firms invest in China, South‐East Asia and Western Europe, they would be likely to choose the greenfield‐WFOE entry. On the other hand, when these firms have the most foreign investing experiences and the longest investing history in China, South‐East Asia and Western Europe, the acquisition‐WFOE entry would tend to be preferred. Finally, this study proposes relevant implications for practice in the conclusion.

Details

International Journal of Commerce and Management, vol. 14 no. 3/4
Type: Research Article
ISSN: 1056-9219

Keywords

Article
Publication date: 17 June 2004

Juan Florin and Alphonso O. Ogbuehi

Strategy and marketing scholars look at strategic issues from different points of view and attempt to explain strategic choice and performance from their unique perspectives. This…

Abstract

Strategy and marketing scholars look at strategic issues from different points of view and attempt to explain strategic choice and performance from their unique perspectives. This paper combines these perspectives in the context of international ventures and develops a conceptual framework integrating international marketing strategy decisions with entry mode decisions. The resulting contingency framework extends the hierarchical entry‐mode decision model and allows for a better specification of the strategy‐performance relationship in international business.

Details

Multinational Business Review, vol. 12 no. 2
Type: Research Article
ISSN: 1525-383X

Keywords

Article
Publication date: 1 April 2000

Charles R. Taylor, Shaoming Zou and Gregory E. Osland

While much prior research has focused on Japanese multi‐national corporations’ (MNCs) marketing strategies, little is known about the factors that influence Japanese MNCs’ foreign…

12785

Abstract

While much prior research has focused on Japanese multi‐national corporations’ (MNCs) marketing strategies, little is known about the factors that influence Japanese MNCs’ foreign market entry mode choice. In this study, a survey of Japanese MNCs is conducted in order to assess the factors that are the most influential in the foreign market entry decisions of Japanese MNCs. Using bargaining power theory, eight factors are identified in the study. The findings indicate that five of the eight factors (stake of the host country, need for local contribution, riskiness of the host country, resource commitment, and host government restrictions) are significant predictors of Japanese MNCs’ entry mode choice and that bargaining power theory is of value in predicting the entry mode choices of Japanese MNCs.

Details

International Marketing Review, vol. 17 no. 2
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 1 February 2002

Ming‐Tien Tsai and Yung‐Ming Cheng

The purpose of this paper is to study the ownership entry mode decision in the United States made by firms in Taiwan. A total of 398 companies were sampled and included in the…

Abstract

The purpose of this paper is to study the ownership entry mode decision in the United States made by firms in Taiwan. A total of 398 companies were sampled and included in the mail survey, with usable responses received from 105. We find the asset specificity and the strategic investment motivations are the most important decision criteria for the ownership control entry mode choice for Taiwanese manufacturing firms in the United States. When the stronger the U.S. strategic investment motivations and the higher the asset specificity, the higher the likelihood of Taiwanese manufacturing firm's entry through full‐ownership control mode. Finally, in our conclusion, we propose relevant implications for practice and research.

Details

International Journal of Commerce and Management, vol. 12 no. 2
Type: Research Article
ISSN: 1056-9219

Article
Publication date: 1 February 1993

Yung‐Chul Kwon and Leonard J. Konopa

Focuses on characteristics of a host country′s market thatinfluence a firm′s entry mode choice of exporting versus producing inthat foreign country. A survey was conducted among…

5316

Abstract

Focuses on characteristics of a host country′s market that influence a firm′s entry mode choice of exporting versus producing in that foreign country. A survey was conducted among US manufacturers who exported a given product to one country and locally produced the same product within another country. The host country′s market characteristics were described in terms of their business environment, production factors, and competitiveness of local competitors. The hypotheses tested indicated that the level of competitiveness of local competitors and availability of local production factors have a greater impact on the firm′s entry mode choice than a host country′s business environment factors.

Details

International Marketing Review, vol. 10 no. 2
Type: Research Article
ISSN: 0265-1335

Keywords

Book part
Publication date: 23 November 2017

Jonas F. Puck, Markus Hödl, Igor Filatotchev and Thomas Lindner

We build on the resource-based view and extend entry mode research by focusing on firms’ intention to transfer different resources from the parent firm to its overseas subsidiary…

Abstract

We build on the resource-based view and extend entry mode research by focusing on firms’ intention to transfer different resources from the parent firm to its overseas subsidiary. In line with our hypotheses, we find that parent firms that plan to transfer high levels of intangible resources to their foreign subsidiaries tend to choose wholly owned subsidiaries, while firms that intend to transfer high levels of tangible resources tend to choose international joint ventures. Moreover, we find that these relationships are moderated by institutional distance. We test our hypotheses using unique primary data from a sample of 128 foreign subsidiaries in the People’s Republic of China. Our results have important theoretical implications for international business strategy research as they develop further existing entry-mode theories.

Details

Distance in International Business: Concept, Cost and Value
Type: Book
ISBN: 978-1-78743-718-0

Keywords

Book part
Publication date: 27 November 2006

Esther Sánchez Peinado and José Pla Barber

Despite the importance of the service sector in developed economies and the growth of foreign investments in this sector during the last decade, few studies have undertaken to…

Abstract

Despite the importance of the service sector in developed economies and the growth of foreign investments in this sector during the last decade, few studies have undertaken to empirically analyze the factors influencing entry mode choice. The special characteristics of the service sector increase the complexity of the analysis and, thus, traditional explanations of entry mode choice in manufacturing sectors may need to be complemented by other moderating influences. Based on 174 entry decisions of service firms, our results suggest the importance of including strategic variables and the specific nature of services to understand a complex phenomenon, which is not always associated just with efficiency and value-based considerations but also with strategic issues and industry characteristics.

Details

International Marketing Research
Type: Book
ISBN: 978-0-76231-369-3

11 – 20 of over 33000