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International market selection: developing a model from Australian case studies

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  • Brewer, P.

Abstract

This paper develops a theory that firms seek out new country markets on the basis of expected commercial returns. These expectations depend on judgements about the attractiveness of the market and the firm's competitive position in it, which in turn are influenced by informants. It is the number and strengths of these informants that will underlie the probability of a country being identified and assessed as a new market by any firm.

Suggested Citation

  • Brewer, P., 2001. "International market selection: developing a model from Australian case studies," International Business Review, Elsevier, vol. 10(2), pages 155-174, April.
    • Handle: RePEc:eee:iburev:v:10:y:2001:i:2:p:155-174
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    References listed on IDEAS

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    Cited by:

    1. Ellis, Paul D., 2007. "Paths to foreign markets: Does distance to market affect firm internationalisation?," International Business Review, Elsevier, vol. 16(5), pages 573-593, October.
    2. Abel D Alonso & Seng Kok, 2018. "A resource-based view and dynamic capabilities approach in the context of a region’s international attractiveness: The recent case of Western Australia," Local Economy, London South Bank University, vol. 33(3), pages 307-328, May.
    3. Gunawan, Janti & Rose, Elizabeth L., 2014. "Absorptive capacity development in Indonesian exporting firms: How do institutions matter?," International Business Review, Elsevier, vol. 23(1), pages 45-54.
    4. Rainer Harms & Holger Schiele, 2012. "Antecedents and consequences of effectuation and causation in the international new venture creation process," Journal of International Entrepreneurship, Springer, vol. 10(2), pages 95-116, June.
    5. Mersland, Roy & Nyarko, Samuel Anokye & Sirisena, Amila Buddhika, 2020. "A hybrid approach to international market selection: The case of impact investing organizations," International Business Review, Elsevier, vol. 29(1).
    6. Toivonen, Ritva & Lilja, Anna & Vihemäki, Heini & Toppinen, Anne, 2021. "Future export markets of industrial wood construction – A qualitative backcasting study," Forest Policy and Economics, Elsevier, vol. 128(C).
    7. Lucia Bosáková & Matúš Kubák & Marek Andrejkovič & Zuzana Hajduová, 2015. "Doing business abroad: utility function model for country selection in preliminary screening phase," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 23(1), pages 53-68, March.
    8. He, Xinming & Wei, Yingqi, 2011. "Linking market orientation to international market selection and international performance," International Business Review, Elsevier, vol. 20(5), pages 535-546, October.
    9. Chapman, Malcolm & Gajewska-De Mattos, Hanna & Clegg, Jeremy & Jennings Buckley, Peter, 2008. "Close neighbours and distant friends--perceptions of cultural distance," International Business Review, Elsevier, vol. 17(3), pages 217-234, June.
    10. Gerybadze, Alexander & Wiesenauer, Simone, 2018. "The international sales accelerator: A project management tool for improving sales performance in foreign target markets," Hohenheim Discussion Papers in Business, Economics and Social Sciences 10-2018, University of Hohenheim, Faculty of Business, Economics and Social Sciences.
    11. Ciravegna, Luciano & Lopez, Luis & Kundu, Sumit, 2014. "Country of origin and network effects on internationalization: A comparative study of SMEs from an emerging and developed economy," Journal of Business Research, Elsevier, vol. 67(5), pages 916-923.
    12. John T. Steen & Peter W. Liesch, 2007. "A note on Penrosean growth, resource bundles and the Uppsala model of internationalisation," Management International Review, Springer, vol. 47(2), pages 193-206, March.
    13. Marta Gotz, 2013. "Exploring Foreign Direct Investment From Poland Using Grounded Theory Method," Oeconomia Copernicana, Institute of Economic Research, vol. 4(2), pages 73-96, June.

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