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A market and network based model for retailers’ foreign entry strategies

Author

Listed:
  • Elg, Ulf

    (Department of Business Administration, School of Economics and Management, Lund University)

  • Ghauri, Pervez

    (Manchester School of Management)

  • Sinkovics, Rudolf R.

    (Manchester School of Management)

Abstract

Foreign entry in retailing involves a large number of challenges. Many have to do with building network relationships to actors on different societal levels – involving governments and international bodies as well as business partners. Another critical part is to understand the host market well enough to adapt the retail proposition in a sufficient way. This paper especially considers a retailer’s networking and market orientation activities. Networking is discussed on several levels – including international activities and specific business alliances. We also argue that market orientation has to be studied especially for each host market and not only on a corporate level.

Suggested Citation

  • Elg, Ulf & Ghauri, Pervez & Sinkovics, Rudolf R., 2004. "A market and network based model for retailers’ foreign entry strategies," Working Paper Series 2004/3, Lund University, Institute of Economic Research.
    • Handle: RePEc:hhb:lufewp:2004_003
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    File URL: http://www.lri.lu.se/pdf/wp/2004-3.pdf
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    References listed on IDEAS

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    2. John W Cadogan & Adamantios Diamantopoulos & Charles Pahud de Mortanges, 1999. "A Measure of Export Market Orientation: Scale Development and Cross-cultural Validation," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 30(4), pages 689-707, December.
    3. Kent Eriksson & Jan Johanson & Anders Majkgård & D Deo Sharma, 1997. "Experimental Knowledge and Costs in the Internationalization Process," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 28(2), pages 337-360, June.
    4. Petersen, Bent & Pedersen, Torben, 1999. "Fast and slow resource commitment to foreign markets: What causes the difference?," Journal of International Management, Elsevier, vol. 5(2), pages 73-91.
    5. Stanley C. Hollander & Kathleen M. Rassuli (ed.), 1993. "Marketing," Books, Edward Elgar Publishing, volume 0, number 512.
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    Cited by:

    1. Ravindra Jain & Saiyed Wajid Ali & Sachin Kamble, 2015. "Entrepreneurial and Intrapreneurial Attitudes: Conceptualization, Measure Development, Measure Test and Model Fit," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 40(1-2), pages 1-21, February.
    2. Ravindra Jain & Cherry Jain & Prachi Jain, 2013. "Integrated Framework of Antecedents and Effects of Market Orientation," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 38(4), pages 425-445, November.

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