IDEAS home Printed from https://ideas.repec.org/a/eee/iburev/v10y2001i3p363-379.html
   My bibliography  Save this article

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

Author

Listed:
  • 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
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S096959310100021X
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    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.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. 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.
    2. 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.
    3. 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.
    4. 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.
    5. 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.
    6. 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.
    7. 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.
    8. 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).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Joseph A. Clougherty & Nan Zhang, 2021. "Foreign investor reactions to risk and uncertainty in antitrust: U.S. merger policy investigations and the deterrence of foreign acquirer presence," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 52(3), pages 454-478, April.
    2. Joseph A. Clougherty & Nan Zhang, 0. "Foreign investor reactions to risk and uncertainty in antitrust: U.S. merger policy investigations and the deterrence of foreign acquirer presence," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 0, pages 1-25.
    3. Coviello, Nicole E. & Jones, Marian V., 2004. "Methodological issues in international entrepreneurship research," Journal of Business Venturing, Elsevier, vol. 19(4), pages 485-508, July.
    4. Alice Medioli & Pier Luigi Marchini & Tatiana Mazza, 2024. "The impact of corruption and public governance quality on family firm business strategy," Business Strategy and the Environment, Wiley Blackwell, vol. 33(1), pages 55-69, January.
    5. Amalesh Sharma & V. Kumar & Jun Yan & Sourav Bikash Borah & Anirban Adhikary, 2019. "Understanding the structural characteristics of a firm’s whole buyer–supplier network and its impact on international business performance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 50(3), pages 365-392, April.
    6. Demirbag, Mehmet & McGuinness, Martina & Akin, Ahmet & Bayyurt, Nizamettin & Basti, Eyup, 2016. "The professional service firm (PSF) in a globalised economy: A study of the efficiency of securities firms in an emerging market," International Business Review, Elsevier, vol. 25(5), pages 1089-1102.
    7. Vi Dung Ngo & Frank Janssen & Marine Falize, 2016. "An incentive-based model of international entrepreneurship in emerging and transition economies," Journal of International Entrepreneurship, Springer, vol. 14(1), pages 52-74, March.
    8. Chang-Geun Kim & Oh-Suk Yang, 2024. "Global Companies’ Dynamic Response to Business Environment Uncertainty through Digital Transformation: Sustainable Digital Quality–Customer Value–Market Performance Relationships," Sustainability, MDPI, vol. 16(15), pages 1-32, July.
    9. Cho, Hyejin & Ahn, He Soung, 2017. "Stock payment and the effects of institutional and cultural differences: A study of shareholder value creation in cross-border M&As," International Business Review, Elsevier, vol. 26(3), pages 461-475.
    10. Michaelis, Timothy L. & Scheaf, David J. & Carr, Jon C. & Pollack, Jeffrey M., 2022. "An agentic perspective of resourcefulness: Self-reliant and joint resourcefulness behaviors within the entrepreneurship process," Journal of Business Venturing, Elsevier, vol. 37(1).
    11. Oetzel, Jennifer, 2005. "Smaller may be beautiful but is it more risky? Assessing and managing political and economic risk in Costa Rica," International Business Review, Elsevier, vol. 14(6), pages 765-790, December.
    12. Lampón, Jesús F., 2019. "Relocation in conditions of uncertainty: the Spanish automobile components industry during the economic crisis (2008-2012)," MPRA Paper 92738, University Library of Munich, Germany.
    13. Dan Li & Li-Qun Wei & Qing Cao & Deqiu Chen, 2022. "Informal institutions, entrepreneurs’ political participation, and venture internationalization," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 53(6), pages 1062-1090, August.
    14. Jesús F. Lampón, 2020. "The impact of uncertainty on production relocation: Implications from a regional perspective," Papers in Regional Science, Wiley Blackwell, vol. 99(3), pages 427-446, June.
    15. Jorge A Wise, 2017. "Perceived Vulnerability in Consumer Ethnocentrism," International Journal of Business and Social Research, LAR Center Press, vol. 7(11), pages 21-30, November.
    16. Haar, Laura N. & Jones, Trefor, 2008. "Misreading liberalisation and privatisation: The case of the US energy utilities in Europe," Energy Policy, Elsevier, vol. 36(7), pages 2610-2619, July.
    17. Edmund R Thompson, 2003. "A Grounded Approach to Identifying National Competitive Advantage: A Preliminary Exploration," Environment and Planning A, , vol. 35(4), pages 631-657, April.
    18. Zahra, Shaker A. & Garvis, Dennis M., 2000. "International corporate entrepreneurship and firm performance: The moderating effect of international environmental hostility," Journal of Business Venturing, Elsevier, vol. 15(5-6), pages 469-492.
    19. Park, JungKun & Gunn, Frances & Han, Sang-Lin, 2012. "Multidimensional trust building in e-retailing: Cross-cultural differences in trust formation and implications for perceived risk," Journal of Retailing and Consumer Services, Elsevier, vol. 19(3), pages 304-312.
    20. Brunso, Karen & Grunert, Klaus G., 1998. "Cross-Cultural Similarities and Differences in Shopping for Food," Journal of Business Research, Elsevier, vol. 42(2), pages 145-150, June.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:iburev:v:10:y:2001:i:3:p:363-379. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.