Affordable Access

Publisher Website

Re-explaining international entry modes – Interaction and moderating effects on entry modes of pharmaceutical companies into transition economies

Authors
Journal
European Management Journal
0263-2373
Publisher
Elsevier
Volume
30
Issue
4
Identifiers
DOI: 10.1016/j.emj.2012.02.004
Keywords
  • Entry Mode Choice
  • Internationalisation
  • Corporate Strategy
  • Transition Economies
  • Pharmaceutical Industry
  • Grounded Theory
Disciplines
  • Pharmacology

Abstract

Summary This paper adopts a qualitative approach based on the principles of grounded theory to investigate interdependencies between factors affecting the choice of market entry modes. A conceptual model is developed in the context of pharmaceutical companies expanding into transition economies. Building on Dunning’s eclectic theory, the case analysis indicates that both initial and subsequent entry mode decisions result from a changing trade-off between specific market potential and risk factors. Another conceptual contribution of the paper is that this interplay is moderated by product differentiation, prior experience in a similar context and cultural distance, which adds a new perspective to extant research. By using the construct of resource commitment level, the proposed framework accommodates for the fact that multiple entry modes, including non-transactional operations, can be selected in a given market. While the empirical study has an industry-related focus and thus generates practical insights, its implications for theory building are discussed in a broader perspective.

There are no comments yet on this publication. Be the first to share your thoughts.