The Mechanism of Internationalisation

Johanson, Jan; Vahlne, Jan‐Erik

doi:10.1108/02651339010137414

Cited by 2,491 publications

(1,416 citation statements)

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“…During the 1970s, theoretical research into internationalisation processes focused on the attempt to explain the international expansion process as slow and incremental, typical of the large-scale manufacturing enterprises (Johanson & Wiedersheim, 1975;Buckley & Casson, 1976;Rugman, 1981;Dunning, 1988;Johanson & Vahlne, 1990;Andersen, 1993).…”

Section: Literature Reviewmentioning

confidence: 99%

International Development Strategies of Luxury-goods Players in China

Mosca¹,

Re²

2014

CBR

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The aim of this paper is to study and analyse the internationalisation strategies chosen by the main luxury-goods players in the Chinese market, demonstrating the business internationalisation processes. The research questions are:How luxury companies have developed distribution strategies in the Chinese markets? What are the main formats of distribution for the Chinese markets? Are there any differences in the internationalization process between the main players of the luxury markets and the smaller ones? The methodology is based on the analysis on multiple-case analysis on a sample of luxury-goods companies and identifies and compares the different strategies used by the players analysed. The research process starts from identifying and selecting the most well-known companies operating in the luxury branded sector, which have established a presence in the Chinese market with their own brand, collecting secondary data for the selected companies (website, corporate profile, articles on websites and in trade magazines and interviews with the management), analysing the data collected and interpreting the main results to have emerged from the research. The main findings and conclusions are that the route to development in the Chinese market taken by the players in the luxury-goods sector, historically undertaken by delocalising production operations, has in recent years begun to accelerate with new forms in play, principally linked to distribution. The Chinese market for luxury brands is ever more an outlet market rather than a production hub. The ability to create brand awareness will become a key factor for successful consolidation of the competitive position in this market, an operation that can only be performed through distribution. Moreover, Chinese high-end consumers are becoming ever more demanding, seeking out an ever more sophisticated shopping experience. Just as happening in other markets, opening directly operated stores is a strategic choice for reaching and convincing end-consumers, since these stores become their point of contact with the brand. Creating a shopping experience plays a central role in communicating the values, heritage and spirit of the brand to consumers. Global luxury-goods enterprises are multiplying their investment in opening new sales outlets, using different formats to create distribution system that is predominantly selective but that ensures adequate distribution coverage. The development of direct distribution channels, alongside the more traditional forms of indirect presence, is accompanied by the more innovative players developing the digital channel to accompany and support their retailing activities.

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Section: Literature Reviewmentioning

confidence: 99%

International Development Strategies of Luxury-goods Players in China

Mosca¹,

Re²

2014

CBR

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“…and Oviatt & McDougall (2005). The traditional pathway of internationalization suggests that firms would take small incremental, gradual and sequential steps in increasing their engagement in international activities (Johanson & Vahlne 1977, 1990. Therefore, many firms consider venturing abroad only after establishing their business in domestic market.…”

Section: Introductionmentioning

confidence: 99%

Export Stimuli, Export Stages and Internationalization Pathways: The Case of Indonesian SMEs

Revindo¹,

Gan²

2017

ECON FINANC INDONES

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Small and Medium-sized Enterprises (SMEs) in developing countries are still constrained to seize the opportunity of trade liberalization as compared to their large counterparts. It has been argued that effective efforts to foster SME export require clear understanding of the factors that stimulate them to export. This study investigates the export stimuli of 385 Indonesian SMEs at different export stages (pre-exporting and exporting) and different internationalization pathways (domestically established exporter and born-global SMEs). Three types of export stimuli are consistently identified as the most important in all sub-samples: the presence of foreign buyers, the confidence in the products and the aspiration to find alternative markets. By contrast, two types of export stimuli are consistently found as the least important in all sub-samples: government support and Indonesian diaspora communities. The academic and policy implications of the findings are discussed. Keywords: Export Stimuli; Small And Medium-Sized Enterprises (SMEs); Stages Of Exporting; Internationalization Pathways; Born-Global Enterprise; Indonesia AbstrakKontribusi Usaha Kecil dan Menengah (UKM) terhadap ekspor di negara berkembang masih sangat terbatas. Hasil studi sebelumnya menunjukkan bahwa upaya meningkatkan ekspor UKM memerlukan pemahaman akan faktor-faktor yang mendorong ekspor (pemicu ekspor). Studi ini meneliti pemicu ekspor pada 385 UKM di Indonesia, meliputi UKM pada tahapan pra-ekspor dan eksportir serta meliputi UKM dengan jalur internasionalisasi yang berbeda. Hasil studi ini menunjukkan bahwa terdapat tiga jenis pemicu utama ekspor: kontak dari calon pembeli luar negeri, rasa percaya diri atas produk dan keinginan untuk memperluas pasar. Sebaliknya, dukungan pemerintah dan komunitas diaspora Indonesia belum menjadi pemicu utama ekspor. Temuan ini memiliki implikasi bagi diskursus akademis dan pengambil kebijakan di bidang pengembangan UKM.

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“…No decorrer do desenvolvimento dessa abordagem, observa-se, de acordo com Birkinshaw e Hood (1998), sua bifurcação em dois campos de investigação. De um lado, posiciona-se o modelo de Uppsala de internacionalização da firma (JOHANSON e VAHLNE, 1977) e sua transformação em um modelo relacional (JOHANSON e MATTSSON, 1988;JOHANSON e VAHLNE, 1990, 2003bHADLEY e WILSON, 2003), e, de outro lado, tem-se a literatura de desenvolvimento de subsidiárias (BIRKINSHAW, 1994;PATERSON e BROCK, 2002).…”

Section: Introductionunclassified

“…De maneira geral, esse mecanismo sugere a existência de feedbacks positivos oriundos da relação entre conhecimento e decisões de comprometimento de recursos em determinado país (JOHANSON e VAHLNE, 1977), os quais são manifestados pela seleção do modo de entrada em mercados estrangeiros e sua posterior evolução para formas mais avançadas de operação, tais como a implantação de atividades de produção e/ou pesquisa e desenvolvimento (JOHANSON e WIEDERSHEIM-PAUL, 1975;ROCHA e ALMEIDA, 2006). Cabe destacar que nessa concepção são privilegiados os relacionamentos intraorganizacionais da firma (JOHANSON e VAHLNE, 1990), ou seja, relações recorrentes entre matriz e subsidiária focal, em que a primeira é responsável pela geração de conhecimentos a ser explorados em nível local pela segunda (FORSGREN, 1989(FORSGREN, , 2002.…”

Section: Introductionunclassified

“…Isso porque acredita-se que esse modelo adotou, mesmo que implicitamente (JOHANSON e VAHLNE, 1990), uma visão indiferenciada e estática do ambiente (MEYER e GELBUDA, 2006), que, ao final da década de 80, tornou-se incompatível com os resultados de pesquisa de teóricos alinhados com a abordagem de redes industriais (AXELSSON e JOHANSON 1992), entre os quais se encontram os próprios formuladores do modelo de Uppsala (JOHANSON e VAHLNE, 2003a, 2003b.…”

Section: Introductionunclassified

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Em direção a uma tipologia de processos de internacionalização

Rezende

Versiani

2010

Rev. adm. empres.

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Avaliado pelo sistema double blind review. Editora Científica: Lígia Maura Costa RESUMOO presente artigo tem como objetivo construir uma tipologia de processos de internacionalização a partir da conjugação de dois campos de investigação que têm se desenvolvido separadamente dentro da abordagem comportamental da internacionalização: o modelo relacional de internacionalização e a literatura de desenvolvimento de subsidiárias. Para tanto, realizou-se um estudo comparativo de casos com 12 multinacionais britânicas no mercado brasileiro por meio de uma ampla pesquisa documental combinada com a realização de 42 entrevistas semiestruturadas com representantes da matriz e das subsidiárias. A análise individual de dados envolveu o mapeamento dos processos de internacionalização a partir do modo de operação. Já a análise comparativa consistiu em definir as dimensões da tipologia e associar os grupos dessa tipologia com os casos pesquisados. Como resultado, os processos de internacionalização foram classificados em quatro grupos tipológicos que permitiram aprofundar a discussão acerca das dimensões espaciais e temporais da internacionalização da firma.palavras-chave Internacionalização, multinacionais, modo de operação, tipologia de processos de internacionalização, subsidiarias. AbSTRACT This article aims to build a typology for internationalization processes by combining two theoretical fields of the behavioral approach of internationalization that have evolved separately: the relational model of internationalization and the literature of subsidiary development. We developed a comparative case study with 12 British multinational firms that operate in the Brazilian market. This study was based on a vast secondary data collection coupled with 42 semi-structured interviews carried out with individuals from headquarters and subsidiaries. The individual data analysis involved the mapping of internationalization processes, which relied on the mode of operation as the critical event. In its turn, the comparative analysis involved defining the dimensions of the typology and associating its groups with the researched cases. As a result, the internationalization processes were classified into four typological groups which enabled us to delve into the spatial and temporal dimensions of firm internationalization.

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The Mechanism of Internationalisation

Cited by 2,491 publications

References 11 publications

International Development Strategies of Luxury-goods Players in China

International Development Strategies of Luxury-goods Players in China

Export Stimuli, Export Stages and Internationalization Pathways: The Case of Indonesian SMEs

Em direção a uma tipologia de processos de internacionalização

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