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Born globals’ foreign market channel strategies

Andersson, Svante; Gabrielsson, Jonas LU and Wictor, Ingemar (2006) In International Journal of Globalisation and Small Business 1(4). p.356-373
Abstract
Foreign entry mode choices are decisions of paramount importance for the long-term survival and growth of companies that are in a process of rapid international expansion. In this article we seek to understand the foreign market channel strategies of Born Globals. We examine whether these companies develop a similar strategy regarding foreign entry mode choices and if their market channel strategies differ from contemporary theories treating this problem. A comparative case study conducted on four companies meeting the criteria of Born Globals suggests that they do not have a typical foreign entry mode. Instead, the companies seem to have very different market channel strategies even if they all have internationalized very rapidly. These... (More)
Foreign entry mode choices are decisions of paramount importance for the long-term survival and growth of companies that are in a process of rapid international expansion. In this article we seek to understand the foreign market channel strategies of Born Globals. We examine whether these companies develop a similar strategy regarding foreign entry mode choices and if their market channel strategies differ from contemporary theories treating this problem. A comparative case study conducted on four companies meeting the criteria of Born Globals suggests that they do not have a typical foreign entry mode. Instead, the companies seem to have very different market channel strategies even if they all have internationalized very rapidly. These findings are discussed against the current range of theoretical models that seek to explain companies’ foreign entry mode choice. We conclude the article with some implications and suggestions for future research. (Less)
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author
organization
publishing date
type
Contribution to journal
publication status
published
subject
keywords
market channel strategies, foreign entry mode, international expansion, Born Globals
in
International Journal of Globalisation and Small Business
volume
1
issue
4
pages
356 - 373
publisher
Inderscience
external identifiers
  • scopus:33847682890
language
English
LU publication?
yes
id
c8355b5d-c51a-4b58-ad43-6dd6d769c010 (old id 941946)
date added to LUP
2008-01-30 10:11:49
date last changed
2017-01-01 07:57:32
@article{c8355b5d-c51a-4b58-ad43-6dd6d769c010,
  abstract     = {Foreign entry mode choices are decisions of paramount importance for the long-term survival and growth of companies that are in a process of rapid international expansion. In this article we seek to understand the foreign market channel strategies of Born Globals. We examine whether these companies develop a similar strategy regarding foreign entry mode choices and if their market channel strategies differ from contemporary theories treating this problem. A comparative case study conducted on four companies meeting the criteria of Born Globals suggests that they do not have a typical foreign entry mode. Instead, the companies seem to have very different market channel strategies even if they all have internationalized very rapidly. These findings are discussed against the current range of theoretical models that seek to explain companies’ foreign entry mode choice. We conclude the article with some implications and suggestions for future research.},
  author       = {Andersson, Svante and Gabrielsson, Jonas and Wictor, Ingemar},
  keyword      = {market channel strategies,foreign entry mode,international expansion,Born Globals},
  language     = {eng},
  number       = {4},
  pages        = {356--373},
  publisher    = {Inderscience},
  series       = {International Journal of Globalisation and Small Business},
  title        = {Born globals’ foreign market channel strategies},
  volume       = {1},
  year         = {2006},
}