A Market and Network Based Model for Retailers’ Foreign Entry Strategies

Elg, U., Ghauri, P. N. and Sinkovics, R. R. (2004) A Market and Network Based Model for Retailers’ Foreign Entry Strategies. Working Paper. Institute of Economic Research, Lund University.

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.

• Item Type: Research Reports or Papers (Working Paper)
• Additional Information: No 2004/3.
• Status: Published
• Glasgow Author(s) Enlighten ID: Sinkovics, Professor Rudolf
• Authors: Elg, U., Ghauri, P. N., and Sinkovics, R. R.
• College/School: College of Social Sciences > Adam Smith Business School > Management
• Publisher: Institute of Economic Research, Lund University