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Selecting International Modes of Entry and Expansion
Marketing Intelligence & Planning
  • Gregory E. Osland, Butler University
  • Charles R. Taylor
  • Shaoming Zou
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Selecting a mode for entering or expanding in a foreign market is a crucial strategic decision for an international firm. This article identifies and compares the most influential factors that affect the international modes of entry and expansion decisions of US and Japanese firms. Using mail surveys, this is one of the first studies on this subject to collect data from top executives in both Japan and the USA. Findings reveal that the Japanese are particularly sensitive to external risk and other target market factors. For Americans, company factors, such as international experience, appear to be most important when selecting modes of entry. Joint ventures may be more appropriate for internationally‐experienced firms, than for inexperienced companies.

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Citation Information
Gregory E. Osland, Charles R. Taylor and Shaoming Zou. "Selecting International Modes of Entry and Expansion" Marketing Intelligence & Planning Vol. 19 Iss. 3 (2001) p. 153 - 161
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