International Market Selection

Abstract

In the international market selection literature, selecting new markets is often largely understood as an information-processing problem. The notion is that managers require extensive market information to reduce decision-making complexity. We argue, however, that managerial cognition is more central to international market selection processes, since recognition and evaluation of strategic stimuli strongly affect the way this process is approached and executed. Market environments are not unambiguous realities, but abstractions that are given meaning through processes of selection, identification and screening. To select among international markets, managers impose mental maps to acknowledge market opportunities and threats. On this basis we propose a model for mapping managerial decision-making, based on the so-called means-end theory.     

基于企业国际经验的国外市场选择和进入模式研究

国际经验对企业选择国外市场进入模式的影响是企业国际化管理研究的重点之一,然而这一问题并没有引起国内理论研究的广泛关注。为了弥补这个缺陷,本文对288家国内上市公司的国际经营数据进行了研究。研究发现,企业国际经验,特别是决策团队的国际经验对国外市场选择和国外市场进入模式存在积极的影响。同时,规模越大、技术含量越高的企业,越倾向于选择资源投入较大的国外市场进入模式。     

Market Potential Estimation in International Markets: A Comparison of Methods

ABSTRACT

Marketers use various market potential estimation techniques in international markets. These include method of analogy, proxy indicators, chain ratio method, time series analysis, and multiple regression modeling. This study shows how demand or market potential can be estimated using these methods and compares the findings. The study should be useful to both managers and academics interested in the theory and practice of demand estimation. Although emerging markets and durables are used as examples, the methods discussed are universal and can be applied in any country market.     

Computer-Assisted International Negotiation: A Tool for Research and Practice

This article describes a web-based computer-assisted tool for diagnosing progress in international negotiation. Following a discussion of the need for such a tool, we provide the research sources for its development, present the model on which it is based, describe how it works, and present the results of attempts to validate its diagnoses with case materials. Focusing on flexibility in negotiation, the program consists of questions divided into five categories: issues, parties, delegations, situation, and process. The questions track to variables shown in published studies to influence flexibility. Answers to the questions are processed according to algorithms that include weights derived from the results of a statistical meta-analysis of bargaining studies. An example of the question-answer format and computations leading to the diagnoses are provided. A help function that provides advice for resolving impasses is also described. Strong correspondences between diagnoses generated by the program and actual outcomes obtained in a number of cases attest to the validity of the approach. The article concludes with ideas for further development stimulated by the web-based version of the program.     

Foreign Manufacturing Subsidiaries' Channel Selection in the U.S. Market:

This study investigates what factors affect foreign manufacturing subsidaries' channel choice, that is, the selection between integrated channels and independent distributors for their products in the U.S. market. The results of a logit analysis with 172 foreign-owned subsidiaries as a sample show that the product's transaction-specific assets are the most important factor explaining the use of integrated channels. Additionally, sales size, the time the product has been on the market, and the experience of operating in the United States were found to be significant factors. However, the home country nationality does not appear to affect significantly the channel selection of a foreign firm in the U.S. market.     

国际贸易理论演变中的市场选择

国际贸易理论的研究是最古老的经济理论研究体系的一部分,从传统国际贸易理论到新国际贸易理论,研究的内容在发生变化,研究的前提也在不断演进。通过对国际贸易理论中市场选择的变化,分析一国在不同市场条件下如何增进本国福利水平,重点对新贸易理论的两种市场类型进行剖析,从中寻求一国福利改进的路径,从而为我国在贸易中由大国走向强国提出对策。传统贸易理论强调了互补性,而从新贸易理论的两种市场格局来看,垄断竞争的差异产品产业内贸易重点强调互补,是竞争中的互补,而寡头垄断的同质产品产业内贸易重点强调竞争,是互补中的竞争。一国的国际贸易必然是在互补和竞争中逐步提高国民福利水平,提升一国的国际竞争力。     

SME Networks and International Performance: Unveiling the Significance of Foreign Market Entry Mode

This study investigates the relevance of interorganizational networks for the international performance of small and medium‐sized enterprises (SMEs) in relation to the foreign market entry mode (FMEM) selected. We distinguish two groups of internationalized SMEs: exporting firms and micromultinational enterprises (mMNEs). Drawing on insights from the network theory, our study accounts for the role of intermediate outcomes (innovative behavior and foreign market knowledge). Structural equation modeling is conducted in a sample of U.K.‐based internationalized SMEs. Our findings suggest that interorganizational networks have an indirect influence on international performance but differences are found among the two groups of internationalized SMEs.     

国内外市场潜力对FDI区位选择的影响研究

本文运用1996-2008年全国276个地级及以上城市和39个我国主要贸易伙伴的面板数据,通过估计固定效应模型,研究了我国城市面对的市场潜力对在华FDI区位选择的影响。为了估计各种市场潜力对FDI流量的不同影响,将市场潜力分为国内和国外市场潜力,并且将国内市场潜力分为省内和省外市场潜力。本文发现一个城市面对的国内市场潜力和国外市场潜力都对该城市吸收FDI具有显著的促进作用,而前者对FDI流量的影响更大。另外,一个城市面对的来自本省的市场潜力将正向影响该城市吸收外资,但来自外省的市场潜力却对该城市的FDI流入无显著影响,这反映了我国国内市场存在分割。     

Regional Competition in the International Market for Services: A Shift-Share Analysis

ABSTRACT

The volume of services marketed across national borders in recent years has dramatically risen due to increased liberalization and market globalization, on the one hand, and rapid advances in telecommunications and information technology, on the other. The author analyzes the competition among the seven regions of the world for a share in this expanding sector of the international market, doing so over a 15-year period from 1997 to 2012. A shift-share analysis was carried out to identify the winners and the losers in the market during the study period. Results show that six of the seven regions gained some market share. However, the lead winner was the region of Europe and Central Asia that saw its 1997 share grew more than 7-fold by 2012! On the other hand, the North America region, the only loser of all, lost three-fourths of its 1997 market share by 2012. Policy implications of these results for the regions are discussed.     

国际保理--中小外贸公司融资的新平台

近年来,随着国际贸易竞争的日趋激烈,贸易结算方式发生了明显的变化,非信用证结算方式所占的比重越来越大。在这种情况下,主要为信用销售尤其是赊销方式而设计的一种综合性金融服务——国际保理,由于能够迎合企业在贸易融资和风险控制方面的需求,正在世界各国迅猛发展。通过分析,我们发现这一综合性金融服务与中小外贸公司的融资需求极为吻合,并进一步提出了如何利用该项服务的一些建议。     

Delineating retail conurbations: A rules-based algorithmic approach

Retail conurbations may be defined as market areas with high intra-market movement. A limited range of approaches has been used to delineate such retail conurbations. This paper evaluates a simplified version of an existing zone design method used to define labour market areas, the Travel-To-Work-Area algorithm (TTWA), for application in a retail context. Geocoded loyalty card spend data recorded by Boots UK Limited, a large health and beauty retailer, were used to develop retail conurbations (newly termed Travel-To-Store-Areas (TTSAs)) for several UK regions using this algorithm. The output TTSA boundaries displayed significantly greater intra-zone flows compared to existing retail conurbation delineation approaches. There is thus scope for researchers and analysts to broaden the zone design approaches used to develop retail conurbations.     

An Application of the Analytical Hierarchy Process to International Marketing: Selection of a Foreign Distributor

Foreign distributors are often used by small and medium-sized firms for establishing an initial presence in overseas markets. While various selection criteria for foreign distributors have been noted in the international marketing literature, they are often subjective and judgemental in nature. In addition, the large number of variables as well as the consideration of both objective and subjective criteria suggest that a method which has the ability to quantify and synthesize both objective and subjective criteria is preferred. The recommended approach is the Analytical Hierachy Process (AHP). In this paper, the characteristics of the AHP are discussed and illustrated within the context of the foreign distribution selection process. For many small and medium-sized firms which lack sophisticated market research/decision analysis tools to assist them in the foreign distributor decision, the AHP is a highly flexible and versatile substitute.     

女性消费市场潜力巨大

<正>女性消费潜力正在成倍增长,这一点可能很多女性都不自知,而大多数企业对此也并未重视。妇女正在掀起第二次革命,革命的速度如此之快,令世界一时无法消化。     

The Role of Systematic International Market Selection on Small Firms' Export Performance

This article hypothesizes that, on average, small and medium-sized enterprises (SMEs) that use a systematic methodology in selecting foreign target markets (what we call systematic market selection) perform better than SMEs using an ad hoc international market selection methodology. Using a sample of Greek exporting firms, we found that systematic international market selection is a significant determinant of export performance, even when controlling for decision-maker and firm-specific characteristics previous studies found to be related to export success. Implications for managers, trade promotion agencies, and future research are discussed.     

Food Culture Distance as a Predictor of Foreign Market Selection: The Case of Swedish Food Exporters

The purpose of this article is to examine the impact of dissimilarity in food culture, “food culture distance,” as a predictor of foreign market selection by food exporters. The sample for this study consisted of 96 export ventures by Swedish food companies in 27 international markets. A composite index of the construct food culture distance was calculated and used as a predictor of foreign market attractiveness for food exporters. The findings indicate that food culture distance does positively impact the attractiveness of a foreign market for food exporters, implying that the greater the perceived distance in terms of food culture, the more attractive is the market for food exporters to enter.     

俄罗斯机电产品有多少商机可以捕捞

俄罗斯机电产品市场蛋糕有多大7来自全球500强、国际著名自动化与控制Honeywell上海公司采购部人员认为．俄罗斯机电市场具有巨大潜力和机遇。上海戈络宝营销管理咨询有限公司首席培训顾问黄泰山认为，对于俄罗斯机电产品所具有的潜在市场．中国企业应重新审视，以投资合作带动贸易发展，重点扩大某些特定领域机电产品的出口。     

Delineating Publicly Listed Family and Nonfamily Controlled Firms: An Approach for Capital Market Research in Australia*

Recent capital market research evidence suggests that a large proportion of public companies worldwide are characterized by controlling stockholders who are more often families, usually the founder(s) or their descendants. There has been considerable debate on whether “family” firms can indeed be accurately delineated from nonfamily firms given the diversity and abundance of family business definitions in the literature. This paper provides a robust definition of family business for the purposes of capital market research. Using an accounting‐based definition of family business, the paper outlines a four‐step procedure that provides validation for identifying family controlled companies listed on the Australian Stock Exchange. A significant feature of the research methodology was reliance on data collected from the Australian Securities and Investments Commission. Having access to the corporate regulator's restricted data enabled the researchers to establish important links between directors and their private related entities.     

外资并购:国际直接投资的双刃剑

本文认为,外资并购已经成为国际直接投资的一种主要方式.近年来我国外资并购呈逐年上升态势,在给我国带来先进管理经验和技术的同时,也出现了很多问题,对我国经济产生了负面影响.如外资并购容易形成垄断和控制,大幅度裁员影响社会稳定,相关法规建设严重滞后且缺乏可操作性,国有资产流失严重,对外资进入具体行业的程度规定还不够明确,在反垄断审查中缺乏权威的数据支持等.文章提出,我国政府应重新架构相关的法律法规体系,明确外资并购可以进入行业或领域的具体程度,完善资本市场和产权交易市场,建立并购经济信息网络、分析体系及外资并购国有企业的监管协调机制,注意运用我国市场潜在的优势,尽量在并购中获得较高比例的控股权,进一步明确政策导向,吸引外资并购西部国有企业,同时,鼓励我国企业"走出去",到国外进行投资和并购.     

International Market Entry Strategies of Emerging Market MNEs: A Case Study of Qatar Telecom

ABSTRACT

Drawing on existing theoretical perspectives and previous research, this study essentially investigated the strategic motives, location choice, and international entry mode strategies of emerging market multinational enterprises based on a case study of a telecom company, Qatar Telecom (Qtel) from the Gulf Cooperation Council. Using empirical findings from the semi-structured interviews, this study has clearly indicated that the main strategic motivation behind Qtel's internationalization was essentially opportunity seeking in terms of enabling market development and generating higher return on investment. Although Qtel used different entry strategies depending on the characteristics of host country markets, the company is more in favor of mergers and acquisitions than greenfield investments.