Skip to main content
SpringerLink
Log in
Book cover

Market Entry Strategies for the PR China pp 15–43Cite as

Theoretical Framework

  • Chapter

  • 83 Accesses

Abstract

The issue of “international market entry” has featured prominently in many publications in the area of management science. Within these publications the fundamental idea behind a market entry is treated relatively uniformly, i.e. the act of beginning activities in a market new to the entrant. Yet key subjects vary, and the width and depth to which the topics are discussed change too. In fact, each field of study focuses on the issues that are relevant to its specific research area, whereas few publications treat the topic as one broad issue and explain the phenomenon in all its aspects1.

This is a preview of subscription content, log in via an institution.

Chapter
USD   29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD   49.99
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD   49.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Learn about institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  1. Among the few authors who deal with the topic itself are: Root, Entry Strategies for International Markets, 1994; Young et al., International Market Entry and Development, 1989; and Davidson, Global Strategic Management, 1982.

    Google Scholar 

  2. Mutscheller, 1992, p. 2.

    Google Scholar 

  3. Drucker, 1980, p. 48.

    Google Scholar 

  4. Ansoff, 1965, pp. 168.

    Google Scholar 

  5. Ansoff, 1965, p. 102.

    Google Scholar 

  6. Wesnitzer, 1994, p. 15.

    Google Scholar 

  7. Cf. Ansoff, 1965, pp. 109.

    Google Scholar 

  8. Ansoff, 1965, p. 111.

    Google Scholar 

  9. Porter, 1985, p. 11.

    Google Scholar 

  10. Davidson, 1982, p. 1.

    Google Scholar 

  11. Johansen/Gunnar-Mattson, 1986, p. 237.

    Google Scholar 

  12. Cf. Meffert/Bolz, 1994, p. 24.

    Google Scholar 

  13. Jeannet/Hennessey, 1995, pp. 8.

    Google Scholar 

  14. Cf. Grosse/Kujawa, 1988, pp. 5; Ball/McCulloch, 1990, pp. 13.

    Google Scholar 

  15. Author’s own proposal.

    Google Scholar 

  16. Although China’s low-cost labor base was an important reason why companies set up operations in the beginning of the eighties, several surveys which have been undertaken among large and middle-sized companies show that winning market share has become the primary motive for establishing a presence in China, rather than taking advantage of its low labor costs. (Source: Cf. Shaw/Meier, 1993, pp. 9)

    Google Scholar 

  17. Cf. Pues, 1994, pp. 31.

    Google Scholar 

  18. Young et al., 1989, pp. 3.

    Google Scholar 

  19. Root, 1994, p. 24.

    Google Scholar 

  20. Young et al., 1989, p. 2.

    Google Scholar 

  21. Cf. Brauchlin/Wehrli, 1991, pp. 212

    Google Scholar 

  22. Yip, 1982, p. 85.

    Google Scholar 

  23. Young et al., 1989, p. 9.

    Google Scholar 

  24. Davidson, 1982, p. 19.

    Google Scholar 

  25. Author’s own proposal.

    Google Scholar 

  26. Davidson, 1982, p. 85.

    Google Scholar 

  27. Root, 1994, p. 23.

    Google Scholar 

  28. Dülfer, 1992, p. 110.

    Google Scholar 

  29. Cf. Davidson, 1982, pp. 85; Ball/McCullocx, 1990, pp. 434; Kahler/Kramer, 1977, pp. 94.

    Google Scholar 

  30. Cf. Vernon, 1966, pp. 190.

    Google Scholar 

  31. Meffert/Bolz, 1994, p. 157.

    Google Scholar 

  32. Root, 1994, pp. 57.

    Google Scholar 

  33. Root, 1994, p. 24.

    Google Scholar 

  34. Cf. Terpstra, 1978, p. 305; Kahler/Kramer, 1977, p. 79; Hill et al., 1990, p. 117.

    Google Scholar 

  35. Owing to the practical objective of the study, no discussion of these classification attempts will be made. For an overview of classification approaches see: Pues, 1994, p. 79; Wesnitzer, 1993, p. 46.

    Google Scholar 

  36. Root, 1994, p. 26.

    Google Scholar 

  37. Albaum et al., 1989, pp. 140.

    Google Scholar 

  38. The expressions “agent” and “distributor” are often incorrectly used as synonyms. (Source: Albaum, 1986, p. 186)

    Google Scholar 

  39. Young et al., 1989, pp. 88.

    Google Scholar 

  40. Bradley, 1995, pp. 349.

    Google Scholar 

  41. Author’s own proposal, based on: Hunziker, 1983, pp. 128; Keegan, 1980, pp. 241.

    Google Scholar 

  42. Kahler/Kramer, 1977, p. 83.

    Google Scholar 

  43. Root, 1994, p. 27.

    Google Scholar 

  44. For additional forms of contractual arrangements see: Root, 1994, p. 107; Jain, 1990, p. 36.

    Google Scholar 

  45. Beamish et al., 1991, p. 61.

    Google Scholar 

  46. Root, 1994, p. 134.

    Google Scholar 

  47. Terpstra, 1978, p. 329.

    Google Scholar 

  48. Author’s own proposal, based on: Beamish et al., 1991, pp. 61; Brauchlin/Wehrli, 1991, p. 213; Young etal., 1989, p. 171.

    Google Scholar 

  49. Root, 1994, pp. 129.

    Google Scholar 

  50. Welch, 1993, pp. 76.

    Google Scholar 

  51. Grosse/Kujawa, 1988, p. 87.

    Google Scholar 

  52. An important distinction has to be made between portfolio investments and foreign direct investments. Portfolio investments refer to the purchase of a shareholding in companies, usually through various stock exchanges, with the purpose of obtaining a return on the funds invested. Since such investments are not directly concerned with the control and management of the foreign enterprise, only foreign direct investments are considered here. (Source: Bradley, 1995, p. 416)

    Google Scholar 

  53. Cf. Porter, 1987, pp. 43.

    Google Scholar 

  54. Kahler/Kramer, 1977, p. 88.

    Google Scholar 

  55. Root, 1994, pp. 171.

    Google Scholar 

  56. Kahler/Kramer, 1977, p. 90.

    Google Scholar 

  57. Beamish et al., 1991, p. 86.

    Google Scholar 

  58. Beamish et al., 1991, p. 86.

    Google Scholar 

  59. Author’s own arrangement, based on: Young et al., 1989, pp. 206; Root, 1994, pp. 144.

    Google Scholar 

  60. Hill et al., 1990, p. 117.

    Google Scholar 

  61. Cf. Young et al., 1989, pp. 20.

    Google Scholar 

  62. Young et al., 1989, pp. 7.

    Google Scholar 

  63. Simyar/Argheyd, 1987, p. 228.

    Google Scholar 

  64. Cf. Root, 1994, p. 39.

    Google Scholar 

  65. Meffert/Bolz, 1994, p. 130.

    Google Scholar 

  66. In the context of market entry, a “pioneer” refers to a firm that starts selling its products in markets other than its own national one in which its international competitors have not yet established a market presence. Hence, a “pioneer” in the sense of a company that enters with new technology is not intended here.

    Google Scholar 

  67. Cf. Meffert/Bolz, 1994, p. 130; Lieberman/Montgomery, 1988, pp. 41.

    Google Scholar 

  68. Liebermann/Montgomery, 1988, pp. 44.

    Google Scholar 

  69. Buckley/Casson, 1981, p. 75.

    Google Scholar 

  70. Cf. Aliber, 1970, pp. 17.

    Google Scholar 

  71. Cf. Ayal/Zif, 1979, pp. 84; Riesenbeck/Freeling, 1991, pp. 7.

    Google Scholar 

  72. Cf. Wesnitzer, 1993, pp. 72.

    Google Scholar 

  73. Regarding the critical mass of resources which have to be allocated to countries in Asia Pacific, see: Lasserre/Schütte, 1995, pp. 157

    Google Scholar 

  74. Albaum et al., 1989, p. 3.

    Google Scholar 

  75. The literature distinguishes between international and global marketing in the sense that global marketing seeks to overcome the individual approaches of single-country points of view by moving to a multi-country marketing approach. (Cf. Kreutzer, 1988, p. 19; Jeannet/Hennessey, 1995, p. 8)

    Google Scholar 

  76. Albaum et al., 1989, p. 3.

    Google Scholar 

  77. Ball et al., 1990, p. 460.

    Google Scholar 

  78. Cf. Buzzel, 1968, pp. 102.

    Google Scholar 

  79. Cf. Levitt, 1983, pp. 92.

    Google Scholar 

  80. Bradley, 1995, p. 112.

    Google Scholar 

  81. Robinson, 1990, pp. 40.

    Google Scholar 

  82. Bradley, 1995, p. 113.

    Google Scholar 

  83. Ohmae, 1989, p. 156.

    Google Scholar 

  84. Jain, 1990, p. 423.

    Google Scholar 

  85. Cf. Keegan, 1980, pp. 463; Jain, 1990, pp. 425; Riesenbeck/Freeling, 1991, p. 7.

    Google Scholar 

  86. Cf. Albaum, 1989, pp. 198; Cateora, 1983, pp. 410.

    Google Scholar 

  87. Usunier and Meffert/Bolz additionally state the symbolic attributes of a product that mainly constitute the interpretive element of the above-mentioned packaging component. This particularly applies to the brand name and/or trademark. (Source: Usunier, 1996, pp. 242; Meffert/Bolz, 1994, pp. 152)

    Google Scholar 

  88. Cf. Albaum, 1989, p. 199; Cateora, 1983, p. 411.

    Google Scholar 

  89. Jain, 1990, p. 423.

    Google Scholar 

  90. Usunier, 1996, pp. 244.

    Google Scholar 

  91. Cf. Albaum, 1989, p. 237; Jain, 1990, pp. 440.

    Google Scholar 

  92. Bradley, 1994, pp. 441.

    Google Scholar 

  93. Usunier, 1996, pp. 249.

    Google Scholar 

  94. Cf. Jain, 1990, p. 455; Terpstra, 1978, p. 479; Keegan, 1980, p. 298.

    Google Scholar 

  95. Jain, 1990, p. 473.

    Google Scholar 

  96. Cf. Kahler/Kramer, 1977, p. 266.

    Google Scholar 

  97. Kahler/Kramer, 1977, p. 269.

    Google Scholar 

  98. Root, 1994, pp. 206.

    Google Scholar 

  99. Cf. Majaro, 1977, p. 118.

    Google Scholar 

  100. Root, 1994, p. 208.

    Google Scholar 

  101. Cf. Terpstra, 1978, pp. 488; Meffert/Bolz, 1994, pp. 222.

    Google Scholar 

  102. For a detailed analysis of different forms of payment methods and credit terms, see: Dulfer, 1992, pp. 149; Terpstra, 1978, pp. 488.

    Google Scholar 

  103. Keegan, 1980, p. 319.

    Google Scholar 

  104. Palia/Keown, 1991, p. 47.

    Google Scholar 

  105. Cavusgil/Sikora, 1988, p. 532.

    Google Scholar 

  106. Cf. Cateora, 1983, p. 465.

    Google Scholar 

  107. Cf. Root, 1994, p. 213.

    Google Scholar 

  108. Kotler, 1991, p. 279.

    Google Scholar 

  109. Berkowitz et al., 1989, pp. 445.

    Google Scholar 

  110. Meffert/Bolz, 1994, p. 182.

    Google Scholar 

  111. Cf. Berkowitz et al., 1989, p. 437; Root, 1994, p. 210.

    Google Scholar 

  112. Jain, 1990, p. 528.

    Google Scholar 

  113. Stern et al., 1996, p. 8.

    Google Scholar 

  114. Ball/McCulloch, 1990, p. 491.

    Google Scholar 

  115. Kotler, 1991,p. 518.

    Google Scholar 

  116. Berkowitz et al., 1989, p. 378.

    Google Scholar 

Download references

Authors
  1. Alexander G. C. Dony
    View author publications

    You can also search for this author in PubMed Google Scholar

Rights and permissions

Reprints and permissions

Copyright information

© 1999 Springer Fachmedien Wiesbaden

About this chapter

Cite this chapter

Dony, A.G.C. (1999). Theoretical Framework. In: Market Entry Strategies for the PR China. Deutscher Universitätsverlag, Wiesbaden. https://doi.org/10.1007/978-3-663-08199-9_2

Download citation

  • DOI: https://doi.org/10.1007/978-3-663-08199-9_2

  • Publisher Name: Deutscher Universitätsverlag, Wiesbaden

  • Print ISBN: 978-3-8244-6781-5

  • Online ISBN: 978-3-663-08199-9

  • eBook Packages: Springer Book Archive

Publish with us

Policies and ethics

Search

Navigation