The importance and need for systematically evaluating and selecting potential foreign markets has been stressed by many researchers, and several models for selecting international markets have been prescribed. If models are simplified pictures of reality, current IMSP models do not pass the test of reality. Further, there has been limited research carried out in Australia on this issue. Using grounded theory methodology, explores how a cross‐section of successful Australian international businesses select their international markets and develops a model based on the findings. The conclusions drawn are: international businesses follow a stepwise IMSP; the first stage of this two‐stage process is based on the evaluation of market size attractiveness which takes into consideration some macro‐ and micro‐economic variables along with some other macro level and firm related variables; and the second stage is based on the evaluation of a market’s structural attractiveness which takes into consideration some cost, structural compatibility, government policy variables, along with some firm related variables.

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List of Tables Serial No Name of the Table Page No 2.1 Parent-Children Communication Patterns 35 2.2 Classification of Media 46 1.7 Definitions Definitions adopted by researchers are often not uniform, so the key terms used in research reports need to be defined. The following definitions and concepts are some of the key terms that will be used in this report. Socialisation: "The process by which someone learns the ways of a given society or social group so that they can function within it" Elkin and Handel (1972, p. 4). Consumer Socialisation: "Consumer socialisation is a process by which young people acquires skills, knowledge and attitudes relevant to their functioning as consumers in the market place" Neal, Quester and Hawkins (2004, p.434). Media Vehicle: "Media vehicles are specific media within each general media type, such as specific magazines, TV shows or radio programs" (Kotler et al. 2007). Media Content: "Media content is entertainment, violence, sex, and informational issues which are shown in the media vehicle" (Bushman 2005). Reality TV (RTV): "RTV is a generation of TV programming which represents purportedly unscripted dramatic or humorous situations, documents, actual events, and features ordinary people instead of professional actors" (Deziel 2004). Involvement: "A person's perceived relevance to the object based on inherent needs, values, and interest" (Zaichkowsky 1985). Cognition: "Cognition is the mental processes involved in gaining knowledge and comprehension; including thinking, knowing, remembering, judging, and problem solving" (Wagner 2008). Consumption related cognition: Is the mental processes involved in gaining knowledge and comprehension; including thinking, knowing, remembering, judging, problem solving and skill development regarding products and brands consumption (developed for this thesis). Attitude: "An enduring combination of motivational, emotional, perceptual and cognitive process with respect to some aspect of our environment, such as other people, places, ideas, products, etc" (Neal, Quester & Hawkins 2004). Consumption related attitude: An enduring combination of motivational, emotional, perceptual and cognitive process with respect to imitation, fashion, inspiration and product placement, (developed for this thesis). Values: "Values are shared beliefs among group members as to what behaviours are desirable or undesirable" (Pope, Brennan & Voges 2007, p. 335). Consumption related values: Are shared beliefs among group members as to what behaviours are desirable or undesirable towards products, prohibited product consumption, materialism and antisocial behaviour, (developed for this thesis). Construct: "A hypothetical variable made up of a set of component responses or behaviours that are thought to be related" (Hair, Bush & Ortinau 2006, p.353). Domain: "The set of identifiable and measurable components associated with an abstract construct" (Hair, Bush & Ortinau 2006, p.354). Model: "A model is a representation of the most important elements of a perceived real worl...

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