Sample syllabus - Essentials of global marketing - 2013

Global Business Review, 15(3), pp. 423-445, 2014

This article explores the relevance of different entry modes for Danish exporting small and medium enterprises (SMEs). Internal and external resources that influence the choice of entry modes into the Brazil, Russia, India and China (BRIC) markets are investigated from both a resource-based view (RBV) and a market-based view (MBV). The survey conducted by the University of Southern Denmark in 2012 is based on a sample of 177 Danish SMEs. Our results of this study show that Danish companies entering the BRIC markets mainly prefer low commitment modes. The more traditional internal factors (control, flexibility and risk) were evaluated less important than personnel and financial resources for the BRIC markets. The most important external factor was market potential whereas the trade barriers, cultural distance as well as the political and economical risk are viewed as main obstacles when internationalizing into distant markets. Managers can compensate the loss of control when choosing the lower commitment modes into distant markets by forming business networks and thereby gaining local knowledge.

The aim of this article is to investigate the relevance of an alternative entry mode, the incubator concept. Such an alternative entry mode like the so-called incubator is increasingly being used as a shortcut or bridge to a distant market. In-depth qualitative research on a selected case (Kelsen Group selling butter cookies to India) reveals the reasoning behind the entry mode choice of a company entering an emergent market (India). The Incubator Programme provides the opportunity for a company to bridge the 'gap' between a lowcontrol entry mode (e.g. importer or distributor) and high-control entry mode (e.g. wholly owned sales subsidiary), without involving too high risks and still keeping a reasonable level of control.

dsfa

A company which wants to enter into a new market must first understand the target market's business environment and how to create and retain customers by providing better value than the competition. As the environment changes, businesses must adapt in order to maintain strategic fit between their capabilities and the marketplace. The process by which businesses analyze the environment and their capabilities and decide upon courses of marketing action is called marketing analysis. A marketing analysis can help the company to make decisions based on the marketing information they have.

International Journal of Business and Management, 2012

Based on a survey of 170 Danish SMEs the paper examines influences on entry mode choices and the financial outcome of these decisions. The main research objectives are divided into two steps:

2018

The article is written with the aim of understanding how well software firms in emerging economies perform when exporting their goods. Focusing on Paraguay as a representative context, a multiple-case-study research design was adopted using different sources of evid- ence, including 15 in-depth interviews with founders, shareholders, and CEOs. The data were analyzed using grounded theory in order to develop patterns and categories, and to understand differences and regularities. The revised Uppsala internationalization process model was used as a theoretical framework. This article highlights the experts’ views of the impact of business intelligence on the export performance of software firms in Paraguay. Al- though only a few of the interviewees currently use business intelligence solutions to sup- port international strategic decision-making processes, most of them reveal a desire to use them because they expect it will have a positive impact on export performance and interna- tional competitiveness. The main factors for selecting a business intelligence solution are transparency of cost and benefits, excellent client service, and an attractive pricing model. The study results apply to all stakeholders who support the impact of business intelligence systems on the export performance of software firms in emerging economies. The article ful- fils an identified need and call for research to study the use and impact of business intelli- gence on the way an emerging country’s exportation of goods actually performs, and the ability of its software firms to globalize successfully.

geographical markets is of great importance for how well the company succeeds with their overall business mission. Selecting the right entry mode is an important decision that demands a lot of resources and thorough planning. When selecting entry mode a wide range of internal and external factors must be taken into consideration before making the final decision. This thesis purpose is to provide a better understanding of the impact of internal and external factors on Swedish SMEs' choice of international market entry strategies. In order to reach the purpose we constructed two research questions regarding how the internal and external factors influence firm's choice of international market entry mode. Based on the research questions, a literature review was conducted, which resulted in a conceptual framework that presented what would guide the data collection. In order to collect data, a qualitative, case study methodology was used, using a multiple case study through interviews as our main data collection tool. The main conclusions regarding the internal factors revealed in this thesis are that company size/resources limit the companies' possibilities to choose market entry modes which demands great financial resources, it also affects the management risk attitude toward being more risk averse. Further the findings suggest that even though the companies in the study do not exclude any single market entry mode, they prefer the use of entry modes from which they have previous experience. The findings also suggest that the motive for engaging in internationalization is that the domestic market is insufficient due to the size and maturity. The main conclusions regarding the external factors revealed in this thesis are that industry feasibility/viability of MEM influences the choice of market entry mode when there is an interest of a market as the company will alter their market entry mode in order to avoid legal difficulties when trying to reach the market. This is further enhanced by the factor of market barriers as they might force the company to choose a specific market entry mode in order to avoid legal difficulties when entering a new international market. Target country production factors can be overcome through effective implementation of well thought strategic plans, without affecting the companies' choice of market entry mode. Finally our findings suggest that the geographical distance influence on the choice of market entry mode decreases when the company's resources and knowledge increase.

Journal of Teaching in International Business, 2008

The purpose of this paper is to build a coherent framework of the four main theories relating to the internationalization of firms, in order to facilitate better business teaching and research. Yet, theories of the internationalization of firms are broad and rest on different underlying assumptions. With the purpose of clarifying the potential for integration of partial theories and fragments in a more logically connected theoretical area, this paper offers a meta-theoretical overview of four perspectives within international business economics: Research and its related background, basic assumptions, study area, and implications of the theories in the internationalization of the firm

International Journal of Management Practice, 2015

This paper focuses on the international joint venture formation process of family businesses. The reason behind Danfoss' decision to cooperate with two competing family businesses in Japan and China as well as two nonfamily businesses in Canada and Great Britain will be analysed. In-depth qualitative interviews reveal the driving forces on both sides and show how the psychic distance can be reduced between the different parent firms including the Joint Venture (JV) child. The purpose of this study is to compare equal split or equity joint ventures of non-family and family firms regarding the formation process, including competences and cultures. The study indicates which core competences of a family business matter when cooperating in equal split joint ventures. Implications for family business owners and ideas for future research are discussed.

The process of decision making for the optimum mode of entry for a firm to enter into international markets is a complex issue in international business because of the many factors involved. This paper studies the entry modes when multinational firms use to enter into a foreign market as a nature of internationalization. In this paper, entry modes will be examined under three main groups; Export modes, Contractual modes and Investment modes. A firm may choose an entry mode under these three main groups to enter into foreign markets. This paper presents brief definition for each modes, and Explain, the attractiveness of each mode to the firms.