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The relative importance of types of information in the foreign market selection process

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  • Robertson, Kim R.
  • Wood, Van R.

Abstract

Guided by classic decision making theory, this paper presents the results of an empirical study designed to investigate export decision making. It specifically examines the relative importance of foreign market information used by international managers when choosing export markets. The authors identify three levels of export market selection information (primary environmental dimensions, subsidiary export dimensions and specific decision variables). Findings indicate practicing, experienced export managers consider numerous pieces of information to be important. In particular, information related to market potential (i.e. foreign buyers' ability to pay for imported products, and the nature of competition in export markets), and legal environment (i.e. non-tariff and tariff barriers) was rated most important when selecting export markets. Somewhat counter intuitive (given its recognized importance in the literature), information related to the cultural environment was rated as least important. Discussion of findings offer insights to explain these results and call for extended research.

Suggested Citation

  • Robertson, Kim R. & Wood, Van R., 2001. "The relative importance of types of information in the foreign market selection process," International Business Review, Elsevier, vol. 10(3), pages 363-379, June.
    • Handle: RePEc:eee:iburev:v:10:y:2001:i:3:p:363-379
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    References listed on IDEAS

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    1. Steve Werner & Lance Eliot Brouthers & Keith D Brouthers, 1996. "International Risk and Perceived Environmental Uncertainty: The Dimensionality and Internal Consistency of Miller's Measure," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(3), pages 571-587, September.
    2. Stephen J Kobrin & John Basek & Stephen Blank & Joseph La Palombara, 1980. "The Assessment and Evaluation of Noneconomic Environments by American Firms: A Preliminary Report," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 11(1), pages 32-47, March.
    3. Robert T Green & Phillip D White, 1976. "Methodological Considerations in Cross-National Consumer Research," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 7(2), pages 81-88, June.
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    Cited by:

    1. Warner Soontiens, 2003. "The Relevance of Non-tariff Barriers to Regional Trade: Experiences of South African Exporters," Global Business Review, International Management Institute, vol. 4(1), pages 1-13, February.
    2. Leonidou, Leonidas C. & Theodosiou, Marios, 2004. "The export marketing information system: an integration of the extant knowledge," Journal of World Business, Elsevier, vol. 39(1), pages 12-36, February.
    3. Riviere, Monica & Suder, Gabriele & Bass, A. Erin, 2018. "Exploring the role of internationalization knowledge in fostering strategic renewal: A dynamic capabilities perspective," International Business Review, Elsevier, vol. 27(1), pages 66-77.
    4. Chen, Jianxun & Zhan, Wu & Tong, Zhaodi & Kumar, Vikas, 2020. "The effect of inward FDI on outward FDI over time in China: A contingent and dynamic perspective," International Business Review, Elsevier, vol. 29(5).
    5. Giovanna Magnani & Antonella Zucchella & Dinorà Eliete Floriani, 2015. "Relativity and asymmetry in distance. The role of strategic distance in the internationalization decisions of Brazilian and Italian firms," DEM Working Papers Series 111, University of Pavia, Department of Economics and Management.
    6. Deaza, José Armando & Díaz, Néstor Fabián & Castiblanco, Suelen Emilia & María Inés Barbosa, Universidad de La Salle, 2020. "International market selection models: a literature review," Revista Tendencias, Universidad de Narino, vol. 21(2), pages 191-217, July.
    7. Magnani, Giovanna & Zucchella, Antonella & Floriani, Dinorá Eliete, 2018. "The logic behind foreign market selection: Objective distance dimensions vs. strategic objectives and psychic distance," International Business Review, Elsevier, vol. 27(1), pages 1-20.
    8. Malhotra, Shavin & Sivakumar, K. & Zhu, PengCheng, 2011. "A comparative analysis of the role of national culture on foreign market acquisitions by U.S. firms and firms from emerging countries," Journal of Business Research, Elsevier, vol. 64(7), pages 714-722, July.

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