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Market discovery and the international expansion of the firm

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  • Hohenthal, Jukka
  • Johanson, Jan
  • Johanson, Martin

Abstract

The objective of this paper is to formulate a theoretical framework for studies of antecedents and consequences of discoveries during international expansion. By introducing market discovery it seems to be possible to offer a richer understanding of the pattern and pace of the international expansion of a firm. Market discovery is the result of both exploration and exploitation activities, but in order to exploit market discovery, a firm must learn to handle the discovered opportunity. A discovery, usually made while a firm is conducting daily activities, occurs in connection with search, planning, routine, and improvisation. The resulting learning can lead to changes in pace, orientation, and extension of the international expansion of the firm.

Suggested Citation

  • Hohenthal, Jukka & Johanson, Jan & Johanson, Martin, 2003. "Market discovery and the international expansion of the firm," International Business Review, Elsevier, vol. 12(6), pages 659-672, December.
    • Handle: RePEc:eee:iburev:v:12:y:2003:i:6:p:659-672
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    References listed on IDEAS

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    Cited by:

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    9. Alexander Tabares & Yanto Chandra & Claudia Alvarez & Manuela Escobar-Sierra, 2021. "Opportunity-related behaviors in international entrepreneurship research: a multilevel analysis of antecedents, processes, and outcomes," International Entrepreneurship and Management Journal, Springer, vol. 17(1), pages 321-368, March.
    10. Sérgio Fernando Loureiro Rezende, 2006. "Multinationals and interdependence in internationalisation processes," RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração, vol. 10(spe), pages 9-31.
    11. Kontinen, Tanja & Ojala, Arto, 2011. "Network ties in the international opportunity recognition of family SMEs," International Business Review, Elsevier, vol. 20(4), pages 440-453, August.
    12. Jones, Marian V. & Coviello, Nicole & Tang, Yee Kwan, 2011. "International Entrepreneurship research (1989–2009): A domain ontology and thematic analysis," Journal of Business Venturing, Elsevier, vol. 26(6), pages 632-659.
    13. Yamin, Mohammad & Sinkovics, Rudolf R., 2006. "Online internationalisation, psychic distance reduction and the virtuality trap," International Business Review, Elsevier, vol. 15(4), pages 339-360, August.
    14. Schembri, Joe & Fletcher, Margaret & Buck, Trevor, 2023. "To go or not to go? Opportunities as triggers of commitment to internationalisation," Journal of World Business, Elsevier, vol. 58(2).
    15. Bruno F. Abrantes, 2020. "Are Neoclassic Internationalization Models Enduring? A Case-Review of the Uppsala Paradigm," SAGE Open, , vol. 10(2), pages 21582440209, June.
    16. Klaus E. Meyer & Modestas Gelbuda, 2006. "Process perspectives in international business research in CEE," Management International Review, Springer, vol. 46(2), pages 143-164, March.
    17. Telma Mendes & Carina Silva & Alexandra Braga, 2023. "Dancing with Giants: A Unified Framework for Cooperation Networks, Speed of Internationalisation, and Performance," Sustainability, MDPI, vol. 15(3), pages 1-32, January.
    18. Martin Johanson & Jan Johanson, 2006. "Turbulence, discovery and foreign market entry: A longitudinal study of an entry into the Russian market," Management International Review, Springer, vol. 46(2), pages 179-205, March.
    19. Alexander Keßler & Viktoriya Zipper & Valentin Sitz, 2019. "Chancenorientierte unternehmerische Nachhaltigkeit als Treiber der Internationalisierung von KMU," ZfKE – Zeitschrift für KMU und Entrepreneurship, Duncker & Humblot, Berlin, vol. 67(3), pages 171-196.
    20. Niklas Åkerman, 2015. "International opportunity realization in firm internationalization: Non-linear effects of market-specific knowledge and internationalization knowledge," Journal of International Entrepreneurship, Springer, vol. 13(3), pages 242-259, September.
    21. Pease, Stephanie & Paliwoda, Stanley & Slater, Jim, 2006. "The erosion of stable shareholder practice in Japan ("Anteikabunushi Kosaku")," International Business Review, Elsevier, vol. 15(6), pages 618-640, December.
    22. Eduardo Terán-Yépez & David Jiménez-Castillo & Manuel Sánchez-Pérez, 2022. "The effect of international opportunity recognition processes on problem-solving competence: how does past negative entrepreneurial experience matter?," Oeconomia Copernicana, Institute of Economic Research, vol. 13(2), pages 541-579, June.
    23. Antti Kauppinen & Anita Juho, 2012. "Internationalisation of SMEs from the perspective of social learning theory," Journal of International Entrepreneurship, Springer, vol. 10(3), pages 200-231, September.
    24. Sandberg, Susanne, 2014. "Experiential knowledge antecedents of the SME network node configuration in emerging market business networks," International Business Review, Elsevier, vol. 23(1), pages 20-29.

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