IDEAS home Printed from https://ideas.repec.org/a/eee/iburev/v12y2003i6p659-672.html
   My bibliography  Save this article

Market discovery and the international expansion of the firm

Author

Listed:
  • Hohenthal, Jukka
  • Johanson, Jan
  • Johanson, Martin

Abstract

The objective of this paper is to formulate a theoretical framework for studies of antecedents and consequences of discoveries during international expansion. By introducing market discovery it seems to be possible to offer a richer understanding of the pattern and pace of the international expansion of a firm. Market discovery is the result of both exploration and exploitation activities, but in order to exploit market discovery, a firm must learn to handle the discovered opportunity. A discovery, usually made while a firm is conducting daily activities, occurs in connection with search, planning, routine, and improvisation. The resulting learning can lead to changes in pace, orientation, and extension of the international expansion of the firm.

Suggested Citation

  • Hohenthal, Jukka & Johanson, Jan & Johanson, Martin, 2003. "Market discovery and the international expansion of the firm," International Business Review, Elsevier, vol. 12(6), pages 659-672, December.
    • Handle: RePEc:eee:iburev:v:12:y:2003:i:6:p:659-672
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969593103000969
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. James G. March, 1991. "Exploration and Exploitation in Organizational Learning," Organization Science, INFORMS, vol. 2(1), pages 71-87, February.
    2. Ardichvili, Alexander & Cardozo, Richard & Ray, Sourav, 2003. "A theory of entrepreneurial opportunity identification and development," Journal of Business Venturing, Elsevier, vol. 18(1), pages 105-123, January.
    3. Winter, Sidney G., 1984. "Schumpeterian competition in alternative technological regimes," Journal of Economic Behavior & Organization, Elsevier, vol. 5(3-4), pages 287-320.
    4. Jan Johanson & Jan-Erik Vahlne, 1977. "The Internationalization Process of the Firm—A Model of Knowledge Development and Increasing Foreign Market Commitments," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 8(1), pages 23-32, March.
    5. James G. March, 1978. "Bounded Rationality, Ambiguity, and the Engineering of Choice," Bell Journal of Economics, The RAND Corporation, vol. 9(2), pages 587-608, Autumn.
    6. Forsgren, M., 2002. "The concept of learning in the Uppsala internationalization process model: a critical review," International Business Review, Elsevier, vol. 11(3), pages 257-277, June.
    7. von Hippel, Eric & Tyre, Marcie J., 1995. "How learning by doing is done: problem identification in novel process equipment," Research Policy, Elsevier, vol. 24(1), pages 1-12, January.
    8. Demmert, Henry & Klein, Daniel B., 2003. "Experiment on entrepreneurial discovery: an attempt to demonstrate the conjecture of Hayek and Kirzner," Journal of Economic Behavior & Organization, Elsevier, vol. 50(3), pages 295-310, March.
    9. John H Dunning, 1988. "The Eclectic Paradigm of International Production: A Restatement and Some Possible Extensions," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 19(1), pages 1-31, March.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Conti, Claudio Ramos & Parente, Ronaldo & de Vasconcelos, Flávio C., 2016. "When distance does not matter: Implications for Latin American multinationals," Journal of Business Research, Elsevier, vol. 69(6), pages 1980-1992.
    2. Jan Johanson & Jan-Erik Vahlne, 2006. "Commitment and opportunity development in the internationalization process: A note on the Uppsala internationalization process model," Management International Review, Springer, vol. 46(2), pages 165-178, March.
    3. Kang, Yuanfei & Scott-Kennel, Joanna & Battisti, Martina & Deakins, David, 2021. "Linking inward/outward FDI and exploitation/exploration strategies: Development of a framework for SMEs," International Business Review, Elsevier, vol. 30(3).
    4. Martin Johanson & Jan Johanson, 2006. "Turbulence, discovery and foreign market entry: A longitudinal study of an entry into the Russian market," Management International Review, Springer, vol. 46(2), pages 179-205, March.
    5. Bhatti, Waheed Akbar & Larimo, Jorma & Coudounaris, Dafnis N., 2016. "The effect of experiential learning on subsidiary knowledge and performance," Journal of Business Research, Elsevier, vol. 69(5), pages 1567-1571.
    6. Jan-Erik Vahlne & Jan Johanson, 2017. "From internationalization to evolution: The Uppsala model at 40 years," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 48(9), pages 1087-1102, December.
    7. Tamar Almor & Niron Hashai & Seev Hirsch, 2006. "The product cycle revisited: Knowledge intensity and firm internationalization," Management International Review, Springer, vol. 46(5), pages 507-528, September.
    8. Yanto Chandra & Chris Styles & Ian Wilkinson, 2015. "Opportunity portfolio: Moving beyond single opportunity explanations in international entrepreneurship research," Asia Pacific Journal of Management, Springer, vol. 32(1), pages 199-228, March.
    9. Björn Röber, 2020. "Escalating internationalization decisions: intendedly rational, but only limitedly so?," Business Research, Springer;German Academic Association for Business Research, vol. 13(2), pages 455-484, July.
    10. Antti Kauppinen & Anita Juho, 2012. "Internationalisation of SMEs from the perspective of social learning theory," Journal of International Entrepreneurship, Springer, vol. 10(3), pages 200-231, September.
    11. Idris, Bochra & Saridakis, George & Khan, Zaheer, 2022. "The Effect of Outward and Inward Internationalisation on Different Types of Innovation: Evidence from UK SMEs," Journal of International Management, Elsevier, vol. 28(2).
    12. Katiuscia Vaccarini, 2014. "Psychic distance and FDI: the case of China," Working Papers 1403, c.MET-05 - Centro Interuniversitario di Economia Applicata alle Politiche per L'industria, lo Sviluppo locale e l'Internazionalizzazione.
    13. James E Clarke & Peter W Liesch, 2017. "Wait-and-see strategy: Risk management in the internationalization process model," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 48(8), pages 923-940, October.
    14. Pinho, José Carlos & Prange, Christiane, 2016. "The effect of social networks and dynamic internationalization capabilities on international performance," Journal of World Business, Elsevier, vol. 51(3), pages 391-403.
    15. Bruno F. Abrantes, 2020. "Are Neoclassic Internationalization Models Enduring? A Case-Review of the Uppsala Paradigm," SAGE Open, , vol. 10(2), pages 21582440209, June.
    16. Paul Hong & Stephen K. Callaway & Soon W. Hong, 2016. "Open network innovation in the age of complexity: case for small and medium enterprises," International Journal of Business Innovation and Research, Inderscience Enterprises Ltd, vol. 10(1), pages 65-86.
    17. Cheriet, F., 2010. "Internationalisation et nouvelles implantations des firmes multinationales : le processus séquentiel du modèle d'Uppsala est-il toujours d'actualité ?," Working Papers MoISA 201005, UMR MoISA : Montpellier Interdisciplinary center on Sustainable Agri-food systems (social and nutritional sciences): CIHEAM-IAMM, CIRAD, INRAE, L'Institut Agro, Montpellier SupAgro, IRD - Montpellier, France.
    18. Nicole Coviello & Liena Kano & Peter W Liesch, 2017. "Adapting the Uppsala model to a modern world: Macro-context and microfoundations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 48(9), pages 1151-1164, December.
    19. Tsui-Yii Shih, 2008. "The determinate effects of competences and decision process factors on firms' internationalisation," The Service Industries Journal, Taylor & Francis Journals, vol. 30(14), pages 2329-2350, November.
    20. Wilkinson, Timothy J. & Peng, George Z. & Brouthers, Lance Eliot & Beamish, Paul W., 2008. "The diminishing effect of cultural distance on subsidiary control," Journal of International Management, Elsevier, vol. 14(2), pages 93-107, June.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:iburev:v:12:y:2003:i:6:p:659-672. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.