Search results
1 – 10 of over 26000Karise Hutchinson and Barry Quinn
The purpose of this paper is to examine the internationalisation process of small, specialist retailers with the aim of identifying the key characteristics that define this…
Abstract
Purpose
The purpose of this paper is to examine the internationalisation process of small, specialist retailers with the aim of identifying the key characteristics that define this specific category of international retailer.
Design/methodology/approach
Qualitative case studies of nine UK‐based small international retailers, coupled with interviews with government and consultancy organisations, form the empirical basis of the work.
Findings
Findings highlight five characteristics of small specialist international retailers: possession of a strong company brand image/identity with luxury/middle market appeal; niche strategy; dual strategy of expansion; ownership characteristics defined either by the founder or parent company; and vertical integration from manufacturing to retailing.
Practical implications
With the increasing internationalisation of retail operations, the specialist sector comprises a significant number of retailers operating in international markets or contemplating the move into the international marketplace. The findings of the current work highlight the key factors that characterise those small specialist firms that operate outside their domestic market.
Originality/value
The paper identifies the key characteristics that define a significant category of international retailer, hitherto unexplored in the literature.
Details
Keywords
Hayley Myers and Nicholas Alexander
Considers the direction of the international expansion of European food retailers, and suggests that international retail studies have been criticized for a lack of empirical…
Abstract
Considers the direction of the international expansion of European food retailers, and suggests that international retail studies have been criticized for a lack of empirical research. Discusses the results of a survey which sought the views of the main board directors of all major food retail companies based in six European Union countries: France, Germany, Italy, The Netherlands, Spain and the UK. Observation of previous international activity reported in the literature suggests that the direction of international retail expansion is primarily determined by three factors of geography, culture and economic development. Considers the observable trends in the light of the empirical results presented. Presents these findings within a conceptual framework which suggests that, over time, retailers move from a reluctant, through cautious, to an ambitious stage in their international development. Analyses and discussess respondents’ propensity to internationalization and proposes a conceptual development.
Details
Keywords
Michelle L. Childs and Byoungho Jin
Grounded in the Uppsala model, the purpose of this paper is to investigate specific firm factors of fashion service retailers, which include: product category offering, firm…
Abstract
Purpose
Grounded in the Uppsala model, the purpose of this paper is to investigate specific firm factors of fashion service retailers, which include: product category offering, firm experience (limited vs extensive) and firm size (small vs large) and examines how variations in these firm characteristics produce significant differences on three aspects of internationalisation activities; scale and scope of internationalisation, market choice (geographic and cultural distance), and financial performance (international sales and profit), and whether market choice produces differences on financial performance.
Design/methodology/approach
Secondary sources were utilised to empirically investigate retailers (n=118). Information regarding product category offering, year of establishment, number of employees, countries entered, international sales, and profit were collected from retailer web sites, press releases, and annual reports.
Findings
There were significant differences between product category offering and firm size in retailers’ internationalisation behaviours, and there were significant differences between product category offering and market choice in their financial performance. Variations in firm experience did not produce any significant differences.
Research limitations/implications
This study extends limited literature on the internationalisation of fashion service retailers and contributes knowledge of how variations in specific firm factors produce different outcomes in terms of internationalisation, market choice, and financial performance.
Practical implications
Retailers offering functional products may be more flexible in their internationalisation. Firms regardless of experience or size may consider being active in international markets because variations in these factors does not impact performance.
Originality/value
This study addresses multiple gaps in retailer internationalisation literature and findings point that product category should be considered when studying internationalisation of service firms.
Details
Keywords
Michael Etgar and Dalia Rachman‐Moore
The purpose of this paper is to examine the effects of international expansion on the sales volumes of large‐scale retailers.
Abstract
Purpose
The purpose of this paper is to examine the effects of international expansion on the sales volumes of large‐scale retailers.
Design/methodology/approach
Sales data of 200 largest retailers from around the world reported in the 2004 Deloitte “Global Retail Power” survey were analyzed with regression analyses.
Findings
It was found that: even though internationalization makes a positive contribution to retailers' sales volumes its impact is small; this effect is not impacted by the moderating factor of the degree of retailer specialization along product lines; while another moderating factor, namely the identity of the retailer's country of origin, does make a difference.
Research limitations/implications
The research methodology and the nature of the data precluded the use of more “soft” measures such as measures of managerial cognitions, perceptions and attitudes to analyze their impact on the effectiveness of internationalization for retailers. The research used cross‐sectional data and further research should compare results in additional time points to capture the possible dynamic changes in this industry.
Practical implications
Retailers seeking to expand their sales volumes should not rely too much on internationalization but consider also other strategic options. They should therefore analyze carefully whether large investments in overseas operations are justified. This is particularly relevant for US retailers.
Originality/value
This paper focuses on the issue of internationalization as a viable retail strategy to achieve larger sales volumes. The study reaches its conclusions on the basis of an analysis of data from a large population of diverse, domestic‐only and international retailers from around the world from different sectors and countries of origin, who – the international retailers – operate in different countries.
Details
Keywords
Uses the results of a mail survey to gain insights into international expansion of US retailers and their strategic thrusts. The findings indicate that important drivers of the…
Abstract
Uses the results of a mail survey to gain insights into international expansion of US retailers and their strategic thrusts. The findings indicate that important drivers of the retail internationalization process are related to four distinct retailer characteristics, i.e. retail‐specific advantages, dimensional factors, and to international market orientation of companies and their strategic management teams. However, neither the retail operating format nor the lack of domestic growth opportunities emerged as factors promoting international retail expansion. Retailers in this study favored full control entry modes and culturally similar country markets. Implications for future research and retailing practice are outlined.
Details
Keywords
Nicholas Alexander, Anne Marie Doherty, Jason M. Carpenter and Marguerite Moore
The purpose of this paper is to provide a suggested framework for improving the understanding of consumer receptiveness to incoming international retailers. The consumer…
Abstract
Purpose
The purpose of this paper is to provide a suggested framework for improving the understanding of consumer receptiveness to incoming international retailers. The consumer perception of country of origin against consumer receptiveness index (CRI) is proposed as a method to explore the receptiveness of consumers in the host market to incoming international retailers.
Design/methodology/approach
This paper reviews the international retailing literature, highlighting the need for specific knowledge regarding consumer receptiveness to incoming international retailers. A method is proposed to explore how consumers in the host market respond to incoming international retail firms.
Findings
The literature review indicates that the majority of the extant work investigates the process from the perspective of the internationalising retailer, while consumer receptiveness to the international retailer has not been fully considered.
Research limitations/implications
This paper does not present an empirical study. The consumer perception of country of origin against CRI is presented as a means to suggest and guide future research in the area.
Practical implications
The paper makes a practical contribution by suggesting a method to explore how consumers in the host country receive incoming international retailers.
Originality/value
This paper is unique because previous research has provided limited knowledge of consumer receptiveness to international retailers.
Details
Keywords
Karise Hutchinson and Barry Quinn
This paper seeks to examine the internationalisation process of small, specialist retailers with the aim of identifying the key characteristics that define this specific category…
Abstract
Purpose
This paper seeks to examine the internationalisation process of small, specialist retailers with the aim of identifying the key characteristics that define this specific category of international retailer.
Design/methodology/approach
Qualitative case studies of nine UK‐based small international retailers, coupled with interviews with government and consultancy organisations, form the empirical basis of the work.
Findings
The findings highlight five characteristics of small specialist international retailers: possession of a strong company brand image/identity with luxury/middle market appeal; niche strategy; dual strategy of expansion; ownership characteristics defined either by the founder or parent company; and vertical integration from manufacturing to retailing.
Practical implications
With the increasing internationalisation of retail operations, the specialist sector comprises a significant number of retailers operating in international markets or contemplating the move into the international marketplace. The findings of the current work highlight the key factors that characterise those small specialist firms that operate outside their domestic market.
Originality/value
The paper identifies the key characteristics that define a significant category of international retailer, hitherto unexplored in the literature.
Details
Keywords
Lanlan Cao and Daniele Pederzoli
The purpose of this paper is to analyze the international retailers' strategic responses to the institutional environment in emerging markets.
Abstract
Purpose
The purpose of this paper is to analyze the international retailers' strategic responses to the institutional environment in emerging markets.
Design/methodology/approach
Based on in‐depth interviews with top managers from a grounded‐theory perspective, the research provides a comprehensive analysis of the implications of the institutional environment for the strategic choices of international retailers in an emerging market, especially in China.
Findings
The international retailer's strategic choices are often identified as pragmatism, dynamism, public policy‐orientation, seeking lead position in the market and decentralization if the institutional distance between the home country and host country is high. Moreover, when international retailers can commit to cultivating local markets and creating shared added value, they are better able to respond proactively to an institutional environment that is geared to a collective social network and still in a phase of transition.
Research limitations/implications
This paper focuses on only one country, China.
Originality/value
The major value of this paper is to highlight the specificities of international retailers' strategic responses to the institutional environment of an emerging market. Attention to these specificities would enable researchers to analyze better the reality of retail internationalization process in an emerging market.
Details
Keywords
Retailer internationalisation (RI) is lacking in detailed empiricalresearch. What is available ignores the critical factors important tothe success of retailers operating…
Abstract
Retailer internationalisation (RI) is lacking in detailed empirical research. What is available ignores the critical factors important to the success of retailers operating internationally. Consequently, this exploratory study attempts to unearth various factors, labelled Differential Firm Advantages (DFA), vital to the smooth performance and competitive differentiation of international retail operations. The nature and attributes of DFAs, with specific reference to retailing, are reviewed and subsequent survey results reveal certain DFAs can be regarded as prerequisites for retailers operating in international markets. The underlying structure of differential advantages is also examined, giving the study a further unique dimension. Performance in international markets appears to depend upon the balanced integration of various compatible DFAs. Indeed past experiences show certain UK‐based international retailers have had problems in achieving this equilibrium.
Details
Keywords
Research on international retailing has generally emanated from Europe and North America. Nonetheless, retailers from emerging countries can also be important players in regional…
Abstract
Purpose
Research on international retailing has generally emanated from Europe and North America. Nonetheless, retailers from emerging countries can also be important players in regional markets. The purpose of this paper is to explore how retailers from emerging markets can become strong enough to compete internationally.
Design/methodology/approach
The study examines a longitudinal case study of the internationalisation process of Falabella, a Chilean retailer that has recently become an important player in the Latin America retail industry. Drawing on 32 interviews with company managers, as well as industry data and corporate reports, this paper provides insights into the successful internationalisation process of a retailer from an emerging country.
Findings
The paper offers insights into emerging market internationalisation. In particular, these findings suggest that specific capabilities and resources, such as local and regional partnerships, organisational learning, innovation orientation, adaptation to the local markets, and an experienced management team, are required for emerging market retailers to internationalise and improve their likelihood of success in foreign markets.
Research limitations/implications
This paper explores an underdeveloped topic through the analysis of a longitudinal case study. Thus, it is necessary to further expand this line of research and investigate other emerging market retailers.
Practical implications
This study raises a number of important issues for emerging market retail managers that are reluctant to expand abroad and compete with large multinationals from developed markets, or that are struggling with their actual internationalisation process.
Originality/value
To date, the retail internationalisation literature has focused on the international experiences of firms from developed nations. However, there is a gap in the literature as to how retailers from emerging countries can become strong enough to compete internationally.
Details