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Enviromental Determinants of Overseas Market Entry Strategies*

Author

Listed:
  • James D Goodnow

    (Eastern Michigan University)

  • James E Hansz

    (Eastern Michigan University)

Abstract

This research examines a hypothesis, modified from one originally stated by Isaiah A. Litvak and Peter Banting,11Isaiah A. Litvak and Peter Banting, “A Conceptual Framework for InterNational Business Arrangements,” Marketting and the New Science of Planning, ed. Robert L. King (Chicago: American Marketting Association, 1968 Fall Conference Proceedings), pp. 460-467. concerning the relationship of U.S. companies’ entry strategies into overseas country markets and those countries’ positions along an environmental “temperature gradient”. Although Litvak and Banting’s original hypothesis was put forth to explain why international agent middlemen evolve into merchant middlemen, the analytical framework is relevant to explain the evolution of other marketing channel phenomena. The hypothesis is:© 1972 JIBS. Journal of International Business Studies (1972) 3, 33–50

Suggested Citation

  • James D Goodnow & James E Hansz, 1972. "Enviromental Determinants of Overseas Market Entry Strategies*," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 3(1), pages 33-50, March.
    • Handle: RePEc:pal:jintbs:v:3:y:1972:i:1:p:33-50
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    Citations

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    Cited by:

    1. David de Matías Batalla, 2014. "International Joint Venture characteristics in Spanish Companies: Uppsala model implications," Journal of Socioeconomic Engineering, Instituto Universitario de Análisis Económico y Social, issue 1, pages 21-32, June.
    2. Huanglin Wang & Jean-Louis Schaan, 2008. "How much distance do we need? Revisiting the “National cultural distance paradox”," Management International Review, Springer, vol. 48(3), pages 263-278, May.
    3. 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.
    4. Yung-Heng Lee & Yann-Haur Huang & Mei-Jane Chan, 2009. "An Empirical Study Of Wholly-Owned Subsidiaries And Joint Ventures For Entry Into China Markets," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 3(2), pages 9-22.
    5. M. Krishna Erramilli & Derrick E. D'Souza, 1993. "Venturing into Foreign Markets: The Case of the Small Service Firm," Entrepreneurship Theory and Practice, , vol. 17(4), pages 29-41, July.
    6. Musso, Fabio & Francioni, Barbara, 2011. "Foreign Markets Entry Mode Decision for Italian Small and Medium-Sized Enterprises," MPRA Paper 50067, University Library of Munich, Germany, revised 31 Oct 2011.
    7. Wilkinson, Timothy J. & Brouthers, Lance Eliot, 2000. "An Evaluation of State Sponsored Promotion Programs," Journal of Business Research, Elsevier, vol. 47(3), pages 229-236, March.
    8. Musso, Fabio & Francioni, Barbara, 2009. "Foreign markets entry mode decision for SMEs. Key factors and role of industrial districts," MPRA Paper 32153, University Library of Munich, Germany.
    9. O’Cass, Aron & Ngo, Liem Viet & Heirati, Nima, 2012. "Examining market entry mode strategies via resource-based and institutional influences: Empirical evidence from a region-within-country economy context," Australasian marketing journal, Elsevier, vol. 20(3), pages 224-233.
    10. Bell, J.H.J., 1996. "Joint or Single Venturing? : An Electric Approach to Foreign Entry Mode Choice," Other publications TiSEM 06f84735-3cf5-432f-8bc8-c, Tilburg University, School of Economics and Management.
    11. Piaskowska, D., 2005. "Essays on firm growth and value creation," Other publications TiSEM 89053610-79c6-4c52-9d1c-6, Tilburg University, School of Economics and Management.
    12. Indro, Daniel C. & Richards, Malika, 2007. "The determinants of foreign partner's equity ownership in Southeast Asian joint ventures," International Business Review, Elsevier, vol. 16(2), pages 177-206, April.
    13. Diane Fulton & Richard Fulton & Thomas Garsombke, 2021. "The 3/2 Country Market Evaluation Model: Inclusive Emerging Market Paradigm," Journal of International Business Research and Marketing, Inovatus Services Ltd., vol. 6(5), pages 11-16, July.
    14. Andrew R. Thomas, 2007. "Entry strategy concepts, determinants and options of US firms into Romania," Management & Marketing, Economic Publishing House, vol. 2(3), Autumn.
    15. 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.
    16. Wilkinson, Timothy & Brouthers, Lance Eliot, 2006. "Trade promotion and SME export performance," International Business Review, Elsevier, vol. 15(3), pages 233-252, June.
    17. Brouthers, Keith D. & Brouthers, Lance Eliot & Werner, Steve, 1996. "Dunning's eclectic theory and the smaller firm: The impact of ownership and locational advantages on the choice of entry-modes in the computer software industry," International Business Review, Elsevier, vol. 5(4), pages 377-394, August.
    18. Sjoerd Beugelsdijk & Björn Ambos & Phillip C Nell, 2018. "Conceptualizing and measuring distance in international business research: Recurring questions and best practice guidelines," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 49(9), pages 1113-1137, December.
    19. Agnieszka Glodowska & Bozena Pera & Krzysztof Wach, 2016. "The International Environment and Its Influence on the Entrepreneurial Internationalization of Firms: The Case of Polish Businesses (Miedzynarodowe srodowisko i jego wplyw na miedzynarodowa przedsiebi," Problemy Zarzadzania, University of Warsaw, Faculty of Management, vol. 14(62), pages 107-130.

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