Seeking Opportunities: International Market Selection by <scp>E</scp>uropean Engineering Consultancies

Pflanz, Kai

doi:10.1111/tesg.12036

Cited by 6 publications

(7 citation statements)

References 48 publications

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“…Macroenomic factors: analysis of the environment: Taking as a reference the classification proposal made by Papadopoulos & Denis (1988), most of the works have incorporated factors associated with the analysis of the environment or macro-segmentation, which include economic, political, cultural, technological and geographical criteria (Ozturk, Joiner & Cavusgil, 2015 From an economic perspective, international market selection is based on similarity with the firm's country of origin. For Malhotra, Sivakumar & Zhu (2009), the main factors are: average income, distribution channels, business institutions, consumer disposable income, types of credit, means of payment, and finally, the potential market (Pflanz, 2013).…”

Section: 221mentioning

confidence: 99%

“…As for political-administrative criteria, the most outstanding factors are political stability (Miečinskienė, Stasytytė & Kazlauskaitė, 2014), international property rights, repatriation benefits, protection of their intellectual property, and the legal-regulatory aspect (Rahman, 2006 Magnani, Zucchella & Floriani, 2018). According to the Uppsala model, the market selection process is based on physical distance, where there is no need for a systematic approach; however, one must be very careful, given that distance must be understood as a multidimensional construct that understands economic geography as institutional distance (Pflanz, 2013).…”

Section: 221mentioning

confidence: 99%

“…According to the Uppsala model, the market selection process is based on physical distance, where there is no need for a systematic approach. However, one must be very careful, given that distance must be understood as a multidimensional construct that understands economic geography as institutional distance (Pflanz, 2013;Ambos & Håkanson, 2014). From this perspective, different studies have incorporated concepts of geographical, economic, technological, socio-cultural distance, among others (Ojala, 2015).…”

Section: Mesoeconomic Factorsmentioning

confidence: 99%

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International market selection models: a literature review

Ávila

Díaz

Castiblanco

et al. 2020

RTend

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Objective: This research aims to characterize the current scientific literature on the different models of International Market Selection (IMS) used by Microenterprises, Small and Medium Enterprises (MSME) within their internationalization processes. Design: This characterization was made from a bibliometric and content analysis of academic publications on the two categories. Besides, based on these findings, it was conducted another search considering the papers cited in these publications (backward), and the documents which are cited by them (forward). Findings: Smaller companies mostly use cognition and qualitative models to select the target market abroad. For their part, medium-sized companies have a greater tendency to apply quantitative models to more efficiently carry out the IMS process, mainly using macroeconomic factors, and, to a lesser extent, microeconomic ones. The use of qualitative and quantitative techniques for the selection of international markets is highly limited in small and medium enterprises. Originality and value: The findings described characterize the state of the art of research on SME and selection of international markets, with an emphasis on the last ten years. This allows to identify empty in the literature and possible fields of action for the further development of this area of knowledge.

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Section: 221mentioning

confidence: 99%

Section: 221mentioning

confidence: 99%

Section: Mesoeconomic Factorsmentioning

confidence: 99%

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International market selection models: a literature review

Ávila

Díaz

Castiblanco

et al. 2020

RTend

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“…(cf. Pflanz ). However, signalling a wider divide between institutional and resource‐based perspectives in business studies (Oliver ), these approaches are often regarded competing rather than complementary (Ellis ).…”

Section: Integrating Sme Transnationalisation Theorymentioning

confidence: 99%

Learning by Bumping: Pathways ofDutch Smes to Foreign Direct Investment in Asia

Meeteren

2014

Tijd voor Econ & Soc Geog

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This paper investigates how eleven Dutch small and medium-sized enterprises (SMEs) transnationalised with East and Southeast Asian economies by means of establishing a foreign subsidiary. The study's aim is to elucidate how firms learned to become a transnational corporation and to gauge the relevance of the firm's external networks in the acquisition of the appropriate knowledge. The paper conceptualises SME transnationalisation as an organisational process that can be understood by theories developed in innovation studies. Through qualitative research on transnationalisation pathways, inferences are drawn on the skills and routines that are necessary to bridge institutional differences and the process by which these skills are acquired and routinised within the firm.

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“…According to Christian et al (2016), part of a good business strategy is to define the product that enters the international market, after an analysis of the business requirements and the distinctive characteristics of that market. Local competition is another factor that encourages companies to implement new commercial tools to enhance themselves and obtain considerable competitive advantages when facing internal and external markets (Pflanz, 2013). Therefore, it is important to focus on those strategies of the market that guarantees better results and minimize the percentage of risk for organizations (Mie cinskien_ e, Stasytyt_ e and Kazlauskait_ e, 2014; Targhi et al, 2017).…”

Section: Introductionmentioning

confidence: 99%

International market selection: an application of hybrid multi-criteria decision-making technique in the textile sector

Vanegas-López

Rojas

López-Cadavid

et al. 2020

RIBS

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Purpose The selection of an international market (IMS) is a prime factor in the success and growth of a company. Therefore, the purpose of this study is to consolidate and apply a systematic methodology that contributes toward the evaluation of international markets and promotes entry into the export market of Antioquia’s textile companies. Design/methodology/approach Through a systematic literature review, the criteria and sub-criteria involved in the IMS process are identified and a total of 5 general criteria and 23 sub-criteria are selected. A hybrid approach is used to address the gap. In total, a multiple case study of 11 companies from different range of export values are selected. Data analysis is conducted using two multiple criteria decision-making (MCDM) models, namely, the analytic hierarchy process for weighting the factors and the technique for order of preference by similarity to the ideal solution for the country selection ranking. Findings The results demonstrate the applicability of the hybrid MCDM technique to improve IMS decision-making in the textile sector and other sectors. It is found that Canada, Belgium and the UK are the best destinations for textile exports with a selection score of 0.7716, 0.7488 and 0.7337, respectively. The sub-criteria belonging to the dimensions of trade barriers, economic factors and costs are the main factors affecting the export of a textile-clothing product. Research limitations/implications The possibility of achieving a generalized result through this case study is not possible, but the methodological application carried out is a novel for the selection of markets in the Colombian case and within the literature available in the domain. Practical implications From the managerial point of view, firms associated with trade have a broader vision when looking for new markets. Emerging entrepreneurs can equip themselves to enter the international market. Practitioners and policymakers can also use this methodology, which will allow them to evaluate new markets to outline promotional strategies for positioning products abroad. Social implications To facilitate the selection of international markets for enterprises. Originality/value The contribution of the study is twofold. First, the combination of techniques will allow wider support for the selection of markets and act as a decision support system. On the other hand, this is the first time that such a methodology is used for IMS in the exporting sector not only in Colombia but also in Latin America. Finally, the detailed methodological process described in the study allows both academicians and decision-makers to replicate the study in other contexts and scenarios.

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Seeking Opportunities: International Market Selection by European Engineering Consultancies

Cited by 6 publications

References 48 publications

International market selection models: a literature review

International market selection models: a literature review

Learning by Bumping: Pathways ofDutch Smes to Foreign Direct Investment in Asia

International market selection: an application of hybrid multi-criteria decision-making technique in the textile sector

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