Foreign market entry mode of service firms: The case of U.S. MBA programs

While international expansion has become an important strategic imperative on the part of knowledge intensive service firms such as U.S. business schools, little empirical support is available on how these business schools enter foreign markets. If U.S. based business education programs are expected to prosper in light of the potential onslaught of international competition, expansion to overseas markets will be one of the most sought after options available. A poor choice in market entry strategy, or the lack of international market entry, can result in a negative impact on the educational institution. This research focuses on developing, measuring, and empirically testing a framework of key factors influencing international market entry mode choice of U.S. business schools by using primary data from faculty and administrators of U.S. Master of Business Administration (MBA) schools.     

Strategy Standardization in International Marketing:

The author examines the degree of marketing strategy standardization by U.S. firms with overseas operations and firm and country factors that underlie the degree of strategy standardization. The results indicate the degree of strategy standardization to be low. The results also suggest three factors—consumer characteristics and behavior, nature of ownership, and corporate orientation—as underlying the degree of strategy standardization.     

Internationalization of Western Venture Capitalists into Emerging Markets: Risk Assessment and Information in India

This paper provides the first analysis of the internationalization of venture capital firms through an examination of risk assessment and information usage by firms in India. Personal interviews were conducted with executives in 31 (84%) of the active venture capital firms. The paper extends previous research by comparing perceptions of the behavior of domestic venture capital firms in India, foreign (primarily U.S.) venture capital firms in India and U.S. venture capital firms in their domestic markets. Foreign firms in India place significantly greater emphasis on product market factors and accountants' reports than domestic firms in India. They place significantly less emphasis on financial contributions of management in assessing risk and own due diligence and information from entrepreneurs than do U.S. firms in their domestic market. They make more use of information from trade publications and relating to production capacity and technology and information from accountants' reports than do domestic venture capital firms in India. The evidence is consistent with venture capital firms adapting to local market conditions rather than implementing "recipes" from their domestic markets.     

Leblon Cachaça: A born global in a traditional industry

This case describes the trajectory of Leblon, a cachaça producer that since its inception regards the world as a market for its product. Founded by entrepreneurs in 2005, the firm's production process is divided between Brazil and France, and it serves several world markets besides the U.S. and Brazil. The company is a truly born global, and the most striking feature of the firm's strategy is super premium positioning. The case was developed based on interviews with the CEO and the head of operations, complemented by secondary information. The case is suitable for use in graduate courses that address issues relating to born globals, international entrepreneurship, and international marketing.     

A Korean,a Chinese,and an Indian walk into an American bar: Tapping the Asian-American goldmine

Historically, globalization has been synonymous with mega brands’ expansion into international markets. However, changes in the marketing landscape—namely, growth of immigrant consumers, new and emerging branding strategies, and advancements in technology—have created a shift in the globalization paradigm, opening opportunities for small brands. Focusing on the growing number of Asian-American consumers, the authors develop a two-stage global market entry strategy for small brands entering the U.S. market. Specifically, the authors show how Asian brands can penetrate the U.S. market by serving Asian-American consumers or using them as a launchpad to reach mainstream American consumers. The growth of small global brands signifies an important and exciting change in the branded marketplace currently dominated by Western brands.     

International Catalog Mix Adaptation

Abstract

Striking the right balance of adaptation of the international catalog mix may be the key to profitability. U.S. catalog firms, new to international markets, have less experience in adapting than firms in more globalized industries. The literature on international marketing strategy adaptation reveals that this decision depends on the environment, industry, market, product, and characteristics of the firm. This paper examines the influence of market similarity, type of business and the firm's international experience on international catalog adaptation, and explores the effects of catalog adaptation on a firm's performance. We hypothesize that the greater the market similarity, the less likely it is that firms will adjust their catalog. We also argue than adaptation is greater for consumer catalogs than for business-to-business catalogs. A third hypothesis is that more internationally experienced firms will adapt more and a final hypothesis is that a greater degree of adaptation will increase the international catalog performance. The results did not support the association of international catalog adjustment and market similarity, experience, and type of catalog. Findings are mixed both on catalog adaptations and firm performance. We found that some but not all adaptations in the catalog lead to improved performance. We speculate that U.S. catalog firms are making adaptations to reduce the costs of international marketing operations. This cost reduction strategy may not necessarily lead to profitability, thereby discouraging other firms from entering international markets.     

俞永福 下一站——美国

<正>拥有了3亿多季度活跃用户,掌握着手机浏览器这一平台级移动互联网入口产品,UCWebCEO俞永福有了更大的梦想:向全球市场进军。美国将是UCCEO俞永福的下一个目标。他曾是年薪百万元的联想投资副总裁,在中国企业家"教父"柳传志身边工作过6年。而在出人意料地加入UC之后,他用了6年时间,把产品"卖"到了全世界。     

Added distance,entry mode choice,and the moderating effect of experience: The case of British MNEs in emerging markets

Distance has been viewed as a crucial determinant of the internationalization strategy of firms. Nonetheless, in recent years, there has been considerable debate with regards to, first, the type of distance considered most important when it comes to explaining the internationalization strategy of firms, and, second, how distance should be measured. In our study, we argue that a developed market multinational enterprise (DMNE)’s decision regarding the mode of entry into an emerging market (EM) will be affected by the geographic and administrative distance between the locations in which the MNE has previously held operations. Drawing our arguments on transaction costs economics (TCE) and Internalization Theory, we propose that, for low and high geographic and administrative distance, DMNEs will opt to enter EMs via a wholly owned subsidiary, while for moderate levels of distance via a joint venture. Furthermore, we argue that DMNEs’ previous international experience in EMs will have a positive effect on the suggested U‐shaped relationship, alleviating the negative effects associated with the coordination and knowledge dissipation costs incurred as a result of the level of distance. Our study contributes to existing literature both theoretically—notably via the examination of under‐researched facets of distance on entry mode choice—and also methodologically—through the adoption of a novel methodological approach in measuring distance. We test our hypotheses against a data set comprising 316 entries of FTSE 250 British MNEs in 39 EMs spanning the period 1971–2010.     

农产品出口信贷担保国家分配的影响因素研究——以美国为例

文章在介绍农产品出口信贷担保背景的基础上,选取1999-2007年15个使用美国农产品短期出口信贷担保的国家为研究对象,分析美国制定这种政策措施的影响因素。研究发现:这种政策措施的设计初衷是为了维持和扩大现有国际市场的份额,并开拓竞争出口国不占有优势的市场;而且,措施的实施并不是用于救济那些无钱从国际市场购买粮食的国家。     

The efficacy of talent management in international business: The case of European multinationals

The focus of this study is on the efficacy of talent management (TM) practices to the performance and operations of international businesses. There are relatively limited dedicated studies on the value and effectiveness of TM as an identifiable international practice and its contribution to international business. Anecdotal research and consultants' reports have argued for an increase in the return on investment where TM practices are aligned with the business strategy. Conceptually, human capital theory is adopted to explain investment in high potentials in addition to the resource‐based view, which help explain the development of internal sources of competitive advantage, which are rare, inimitable, nonsubstitutable, and valuable. This article builds on knowledge by qualitatively examining managerial experiences of TM practices within 17 European internationally operating businesses with employees ranging from 800 to 200,000. An exploratory qualitative approach is adopted, with semistructured interviews as the main data collection tool. Findings accentuate the significance of developing the most valuable source of competitive advantage—people. We argue that, if TM is effectively implemented can result in the development of unique competences, which can ease the burdens of cross‐border business challenges and lead to sustainable competitive advantage.     

Determination of Export Channel Strategies–The Experience of New Zealand Firms

ABSTRACT

There are many issues which need to be considered when businesses decide to internationalise their operations. One of the issues is the choice of export channels. The choice of export channels has a decisive impact on a firm's international marketing program. Export channel decisions are well researched in many countries However little attention has been made to investigate the choice of export channels by New Zealand international marketers This study examines the factors influencing the choice of export channels of 115 New Zealand firms conducting business with Taiwan. The results suggest that marketer's choice of export channels is influenced by the host market's business system, market size of the industry in the host market, and the degree of produce differentiation. The host market's business system is revealed for the first time to be a factor influencing the choice of export channels.     

The Eurozone formation: MNC and international bank reactions

Introduction of the Euro has brought dramatic changes to the perceptions and realities of MNC finance. These changes vary considerably based on whether the multinational company has integrated its U.S. and European treasury operations or is U.S. dollar‐centric in finance orientation. We conducted a survey to determine changes in U.S.‐based MNC treasury practice resulting from the Eurozone formation. This article reports the results of this survey with regard to hedging activities, European banking arrangements, and Euro financial market sourcing. The effects on the two types of MNCs are compared. Implications for international banks are examined. Recent Eurozone bank merger developments are also reviewed, with special focus on M&A developments in both France and Germany. © 2003 Wiley Periodicals, Inc.     

From international new ventures to MNCs: Crossing the chasm effect on internationalization paths

This paper explores the market expansion path of knowledge-based international new ventures (KINVs) toward multinational corporations (MNCs) over time and identifies relevant enabling factors. Integrating crossing the chasm and international new venture (INV) theories, we analyzed international expansion paths of four KINVs headquartered in three countries (the U.S., Japan, and Israel). Based on trademark data, triangulated by both sales data and primary interviews of corporate executives, we proposed an integrative framework to examine the effect of crossing the chasm on market expansion paths towards MNCs. Our findings suggest that KINVs that cross the chasm in lead market are more likely to become MNCs. Our studies also identify several important factors that enable KINVs toward MNCs; these enabling factors include firm-specific assets and capabilities (e.g., proven products, R&D expertise, intellectual property assets, brands and reputation), partnership with leading customers, and collaborators built during the dynamic process of crossing the chasm.     

Adaptation of Marketing Mix Elements in International Markets

ABSTRACT

This research identifies the extent to which individual marketing mix elements are adapted for international markets and how company, industry, and market factors influence the level of adaptation. The study is based on a survey of executive-level managers in U.S.-based companies that market products internationally. The survey obtained information on the extent of adaptation across the marketing mix elements and on company, industry, and market factors that influence this process. The results indicate that adaptation is greatest for distribution, followed by price, promotion, and product. Product adaptation is influenced by market factors, price adaptation is influenced by market and industry factors, promotion adaptation is influenced by market factors, and distribution adaptation is influenced by company factors. The results of the research can be used to both understand and manage the extent of adaptation necessary for products in international markets.     

International Production Sharing Opportunities in Mexico and the Caribbean

Abstract

In an effort to take advantage of access to valuable resources and increased market presence, many U.S. manufacturers have pursued production sharing relationships in a variety of overseas locations. These efforts are seen as methods of combating several threats to firm performance: increased domestic production costs, escalating international manufacturing competition, and ever changing barriers to entry regulations. From the perspective of an integrated North American competitive strategy, two geographic areas-Mexico and the Caribbean Basin-have received much attention as potential operating locations. Using a survey of corporate managers responsible for strategic business unit operations, this study investigates and compares the manufacturing and logistics performance of U.S. manufacturers operating in Mexico and the Caribbean. Relationships between logistics performance, manufacturing performance, and firm performance are examined and managerial implications are discussed.     

Factors Influencing Human Resource Management Solutions at Subsidiaries of Multinational Companies in Central and Eastern Europe

There is a shortage of empirical human resource management (HRM) literature in respect to identifying new patterns of multinational company (MNC) involvement in the Central and Eastern Europe region and the impact of ongoing MNC operations on the patterns of the HRM behavior of these companies. To counter this lack of understanding within the field, our broadly based, international survey asked 279 subsidiaries located in Croatia, Estonia, Hungary, Poland, Romania, Serbia, and Slovakia and was conducted in 2010. It aimed to describe the relationships within the companies involved—between the influencing factors and the HR solutions applied—in a statistically valid way.     

Antecedents of Taiwan Chinese Consumers’ Purchase Intentions Toward U.S.- and Japanese-Made Household Appliances

ABSTRACT

The purpose of this article is to understand the factors influencing Taiwan's Chinese consumers’ purchase intentions toward U.S. and Japanese household appliances. The authors attempt to develop and test a comprehensive model linking such purchase intentions to several constructs including Taiwan Chinese consumers’ openness to foreign cultures, consumer nationalism, product familiarity, traditional cultural values orientation, and product-country image. The result of analysis using structural equation modeling shows that consumer nationalism has a strong indirect effect on purchase intention via the product-country image construct. Taiwan Chinese consumers’ traditional cultural values orientation and openness to foreign cultures have direct effects on consumer nationalism and, hence, are important antecedents in explaining the purchase intentions toward foreign-made goods by Taiwan Chinese consumers. With the growing importance of the Chinese domestic market, this study provides international marketing managers with practical implications in important areas such as market segmentation, branding strategy, and market research and practices in the Chinese consumer market.     

影响我国承接国际软件外包的因素研究

软件外包是兴起最早、发展最成熟的服务外包形式。深入研究影响我国承接国际软件外包发展的因素对于政府和企业采取有针对性的措施,提升我国在国际软件外包市场中的竞争力有着十分重要的意义。本文在文献研究和深度访谈基础上,通过问卷调查实证分析了对我国承接国际软件外包可能产生影响的市场环境、制度环境、政治环境、企业能力和人才成本等五个因素。研究结果表明,市场环境、制度环境和政治环境等宏观层面因素对承接能力的提升有显著影响,其中制度环境影响最大,其次是市场环境,再次是政治环境;而企业能力和人才成本等微观层面因素表现不显著。最后提出了相关的政策建议。     

Geographic export diversification: Determinants and their link with export performance

This study examines company‐specific factors that may help explain the choice of an export‐market strategy and explores how the selected export strategy contributes to explaining company's export performance (XP). Concentrating on a specific area within a broad spectrum of export behavior analysis has enabled us to examine these factors in greater depth. The results of our research, which was carried out using a sample comprising Spanish exporting companies, show a firm's size, a firm's age, and a firm's greater foreign ownership in its share capital are all determining factors for adopting a strategy geared to export‐market diversification. A greater level of investment in R&D and greater international commitment are also important in this regard. We suggest reinforcing these two factors because there is evidence of a better XP among firms that have a wider range of foreign markets.     

Fair Trade Standards,Corporate Participation,and Social Movement Responses in the United States

This article examines the development of and contestation over the standards for certified fair trade, with particular attention to the U.S. context. It charts fair trade’s rapid growth in the United States since the 1999 advent of formal certification, explores the controversies generated by the strategy of market mainstreaming in the sector, and focuses on five key issues that have generated particularly heated contention within the U.S. fair trade movement. It offers a theoretical framework based in the literatures on agrifood systems, social movements, and public-choice economics, for understanding the corporate response to alternative markets such as fair trade. The article suggests a typology of responses by social movement actors to this increased corporate participation, and assesses the relevance of the U.S. case for the future prospects of fair trade, both in other national contexts and as an international movement.