Determinants of a Retailer's Choice of International Expansion Mode: Conceptual Model and Empirical Validation

Picot-Coupey, Karine

doi:10.1177/205157070902400402

Cited by 6 publications

(4 citation statements)

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“…The antecedents of FOM choice have received broad attention in the international business literature from different theoretical perspectives (Morschett et al, 2010) 1 . In parallel, research in international retailing has explored the antecedents of FOM choice mainly in an atheoretical manner (Picot-Coupey, 2009). It is therefore of interest to compare the antecedents observed in retailing to those proposed in international business in order to discuss potential connections.…”

Section: The Antecedents Of Foreign Operation Mode Choicementioning

confidence: 99%

“…Simultaneously, a stream of exploratory research on FOM decisions in retailing provides insights into the antecedents governing this choice, although mostly independently from any underlying theoretical framework (Doherty, 2000;Hutchinson et al, 2006). The observed antecedents can be categorized into four key groups (Picot-Coupey, 2009). First, there is a consensus that factors related to the retail marketing policy (format, brand, location, assortment and market coverage strategy) are highly influential (Fernie et al, 1997;Doherty, 2000;Moore, 2000;Picot-Coupey, 2006;Park and Sternquist, 2008;Lu et al, 2011).…”

Section: Explanations For Fom Choice In the Retailing Literaturementioning

confidence: 99%

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Retailers׳ expansion mode choice in foreign markets: Antecedents for expansion mode choice in the light of internationalization theories

Picot-Coupey

Burt

Cliquet

2014

Journal of Retailing and Consumer Services

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International audienceWhenever a retail company expands its store network in a foreign market, decisions have to be made about how this can be achieved. Existing studies of retail internationalization have usually analyzed the "entry mode" choice as an end in itself, and not as the start of a firm's international development. In addition, there is much debate in the academic literature about the antecedents for retail foreign operation mode choice and the relevance of generic internationalization theories to international retailing. Therefore, the objectives of this research are (1) to investigate the paths of entry and subsequent expansion modes pursued by retailers in international markets and (2) to develop and test a model of expansion mode antecedents in the light of generic business internationalization theories. This is achieved on the basis of data collected from 43 French fashion retailers and a PLS-SEM approach. Results show that (1) retailers clearly differentiate between entry and expansion modes; (2) the international marketing plan, the perceived attractiveness of the foreign market, and strategic and ownership conditions are the key antecedents for the choice of an expansion mode. After comparing the results with the explanations proposed by the generic internationalization theories, a multi-theoretical framework is proposed which draws from the Uppsala internationalization process model, network theory and the born-global theory. The findings provide a wealth of information for retailers' use in choosing appropriate foreign operation modes

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Section: The Antecedents Of Foreign Operation Mode Choicementioning

confidence: 99%

Section: Explanations For Fom Choice In the Retailing Literaturementioning

confidence: 99%

Retailers׳ expansion mode choice in foreign markets: Antecedents for expansion mode choice in the light of internationalization theories

Picot-Coupey

Burt

Cliquet

2014

Journal of Retailing and Consumer Services

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“…RI literature indicates that Traditional Retailers are prone to high control market entries, as merges and acquisitions (Burt et al, 2008;Wrigley and Lowe, 2007), joint ventures (Palmer, 2006) and organic growth (Palmer and Owens, 2006;Wrigley and Lowe, 2007;Wrigley et al, 2005). Branded Retailers count with a broader spectrum of entry modes, when they possess a strong brand identity clearly positioned and do not operate with big box type of stores, and may adopt mixed or composed entry mode types, including franchising (direct to franchisees or through a master franchisee) (Burt, 1993;Doherty, 2000;Lopez and Fan, 2009;Picot-Coupey, 2009;Waarts and van Everdingen, 2006). However, organic growth seems to be the preferred mode for SBR, as noticed by Lopez and Fan (2009) for Zara and as stated by H&M in their investors' information prospect: "H&M stores are run by H&M, with the exception of some markets where we collaborate with franchising partners.…”

Section: Renata Maria De Almeida Bastos Gomes  Jorge Manoel Teixeiramentioning

confidence: 99%

Uma visão contingencial da internacionalização do varejo: proposição de uma taxonomia e discussão dos desafios teóricos

Gomes¹,

Carneiro²,

Dib³

2017

BASE

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Este é um artigo de acesso aberto, licenciado por Creative Commons Atribuição 4.0 Internacional (CC BY 4.0), sendo permitidas reprodução, adaptação e distribuição desde que o autor e a fonte originais sejam creditados. ABSTRACTThere is no agreement upon the set of dimensions to be used to categorize distinct types of retailers and, consequently, it is difficult to disentangle the particularities of the internationalization trajectories of specific types of retailers. In this article, we propose a taxonomy of the firms involved in international retailing and discuss the differences in the internationalization patterns of the retail business across the types of retailers. The data was collected from an extensive review of the literature on retail internationalization and from several secondary sources, such as a report of a research institute and retailers' websites, as well as from visits to stores. The proposed taxonomy identifies three distinct types: (i) traditional retailers, (e.g., Walmart, JCPenney), which distribute a varied array of third parties' brands, (ii) specialized branded retailers (e.g., Zara, H&M), which are exclusive distributors of their own brands, and (iii) direct branded retailers (e.g., Adidas, Louis Vuitton), firms that are brand manufacturers' that are also distributors of their brands, but in a non-exclusive manner, as such brands are also distributed through other retailers. This contingent view of retail internationalization helps overcome two week points this field has: (i) the pervasive research practice of employing mixed samples of distinct types of retailers; and (ii) the inadvertent focus on traditional retailers, such as supermarkets and department stores, as if they were representative of the population of international retailers as a whole, which contrasts with the noticeable increase in the international retail distribution of consumer products through monobranded stores.Keywords: retail internationalization, retailer types, taxonomy. RESUMOA literatura carece de uma identificação clara dos diferentes tipos de firmas envolvidas com atividades varejistas internacionais, dificultando a identificação das particularidades da traje-

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“…Gielens and Dekimpe, 2001;Gripsrud and Benito, 2005;Petersen and Welch, 2000) or of specific subsectors (e.g. Hutchinson et al, 2007;Moore et al, 2010;Picot-Coupey, 2009). McGoldrick (1995) ranks the different market entry mechanism according to the operational control costs and level.…”

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confidence: 99%

Retail companies’ internationalization behavior and the 2008 crisis

Pederzoli

Kuppelwieser

2015

International Journal of Retail &Amp; Distribution Management

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Purpose – The purpose of this paper is to challenge earlier recommendations and explanations regarding companies’ behaviour after an economic shock and analyses worldwide retail companies’ internationalization processes before and after the 2008 crisis. Design/methodology/approach – Drawing on information published between 2003 and 2012, the authors focus on the 2008 crisis and analyse 1,500 different internationalization moves by 109 companies from 26 countries. Findings – The analyses confirm that the pace of retail internationalization increased after the 2008 crisis, that these companies had mainly moved into countries with newly developing economies, and that the entry modes ranged from high-cost entry modes and low-cost strategies. Originality/value – This paper provides an initial indication of retailers’ actual internationalization behaviour in the period considered. Such material has not been available previously as international retailing research has primarily focused on theoretical assumptions. By focusing on the current financial crisis, the authors highlight the problem that researchers investigating various company behaviours face when comparing these to the theoretical expectations. By using a worldwide, multisectorial, and longitudinal retailing sample to illustrate the internationalization process, the authors not only generalize companies’ internationalization behaviour, but also challenge earlier recommendations and explanations regarding their behaviour after an economic shock.

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Determinants of a Retailer's Choice of International Expansion Mode: Conceptual Model and Empirical Validation

Cited by 6 publications

References 85 publications

Retailers׳ expansion mode choice in foreign markets: Antecedents for expansion mode choice in the light of internationalization theories

Retailers׳ expansion mode choice in foreign markets: Antecedents for expansion mode choice in the light of internationalization theories

Uma visão contingencial da internacionalização do varejo: proposição de uma taxonomia e discussão dos desafios teóricos

Retail companies’ internationalization behavior and the 2008 crisis

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