haku: @author Buvik, A. / yhteensä: 9
viite: 4 / 9
| Tekijä: | Andersen, O. Buvik, A. |
| Otsikko: | Firms' internationalization and alternative approaches to the international customer/market selection |
| Lehti: | International Business Review
2002 : JUN, VOL. 11:3, p. 347-363 |
| Asiasana: | Internationalization Companies Markets Customers Transaction costs Models |
| Kieli: | eng |
| Tiivistelmä: | Relatively few researchers have focused on the process by which firms select where or with whom the transactions should be performed. This paper attempts to establish a research agenda on the selection of foreign market or customer. The characteristics of the 'traditional' approaches systematic and non-systematic are examined and compared with a relationship approach. Furthermore, this paper emphasizes the interrelationship btw. the choice of entry mode and choice of foreign market/customer. The authors develop research propositions suggesting circumstances under which a relationship approach is more likely than a traditional approach. Future research directions are also illuminated. |
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