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Born globals’ foreign market channel strategies

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Author

  • Svante Andersson
  • Jonas Gabrielsson
  • Ingemar Wictor

Summary, in English

Foreign entry mode choices are decisions of paramount importance for the long-term survival and growth of companies that are in a process of rapid international expansion. In this article we seek to understand the foreign market channel strategies of Born Globals. We examine whether these companies develop a similar strategy regarding foreign entry mode choices and if their market channel strategies differ from contemporary theories treating this problem. A comparative case study conducted on four companies meeting the criteria of Born Globals suggests that they do not have a typical foreign entry mode. Instead, the companies seem to have very different market channel strategies even if they all have internationalized very rapidly. These findings are discussed against the current range of theoretical models that seek to explain companies’ foreign entry mode choice. We conclude the article with some implications and suggestions for future research.

Department/s

Publishing year

2006

Language

English

Pages

356-373

Publication/Series

International Journal of Globalisation and Small Business

Volume

1

Issue

4

Document type

Journal article

Publisher

Inderscience Publishers

Topic

  • Social Sciences Interdisciplinary

Keywords

  • market channel strategies
  • foreign entry mode
  • international expansion
  • Born Globals

Status

Published