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Born Globals' foreign market channel strategies

Author

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  • Svante Andersson
  • Jonas Gabrielsson
  • Ingemar Wictor

Abstract

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 paper 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 whether 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 show a common foreign entry mode. Instead, the companies seem to have very different market channel strategies even if they all have internationalised very rapidly. These findings are discussed against the current range of theoretical models that seek to explain the companies' foreign entry mode choice. We conclude the paper with some implications and suggestions for future research.

Suggested Citation

  • Svante Andersson & Jonas Gabrielsson & Ingemar Wictor, 2006. "Born Globals' foreign market channel strategies," International Journal of Globalisation and Small Business, Inderscience Enterprises Ltd, vol. 1(4), pages 356-373.
  • Handle: RePEc:ids:ijgsbu:v:1:y:2006:i:4:p:356-373
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    Cited by:

    1. VerĂ³nica Baena & Julio Cervino, 2012. "International franchise expansion of service chains: insights from the Spanish market," The Service Industries Journal, Taylor & Francis Journals, vol. 32(7), pages 1121-1136, January.
    2. Agne Matiusinaite & Jurgita Sekliuckiene, 2015. "Factors determining early internationalization of entrepreneurial SMEs: Theoretical approach," International Journal of Business and Economic Sciences Applied Research (IJBESAR), International Hellenic University (IHU), Kavala Campus, Greece (formerly Eastern Macedonia and Thrace Institute of Technology - EMaTTech), vol. 8(3), pages 21-32, December.

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