3. Introduction
3
The need for a solid market entry decision is an integral
part of a global market entry strategy.
Entry decisions will heavily influence the firm’s other
marketing-mix decisions.
Global marketers have to make a multitude of decisions
regarding the entry mode which may include:
(1) the target product/market
(2) the goals of the target markets
(3) the mode of entry
(4) The time of entry
(5) A marketing-mix plan
(6) A control system to check the performance in the entered
markets
4. 1. Selecting the Target Market
4
A crucial step in developing a global
expansion strategy is the selection of potential
target markets (see Exhibit 9-1 for the entry
decision process).
A four-step procedure for the initial screening
process:
1. Select indicators and collect data
2. Determine importance of country indicators
3. Rate the countries in the pool on each
indicator
4. Compute overall score for each country
5. 1. Selecting the Target Market
Chapter 9Copyright (c) 2007 John Wiley & Sons, Inc.5
6. 2. Choosing the Mode of Entry
.6
Decision Criteria for Mode of Entry:
Market Size and Growth
Risk
Government Regulations
Competitive Environment/Cultural Distance
Local Infrastructure
9. 2. Choosing the Mode of Entry
9
Classification of Markets:
Platform Countries (Singapore & Hong
Kong)
Emerging Countries (Vietnam & the
Philippines)
Growth Countries (China & India)
Maturing and established countries
(examples: South Korea, Taiwan & Japan)
Company Objectives
Need for Control
Internal Resources, Assets and Capabilities
Flexibility
10. 2. Choosing the Mode of Entry
10
Mode of Entry Choice: A Transaction Cost
Explanation
Regarding entry modes, companies normally face a
tradeoff between the benefits of increased control
and the costs of resource commitment and risk.
Transaction Cost Analysis (TCA) perspective
Transaction-Specific Assets (assets valuable for a
very narrow range of applications)
11. 3. Exporting
11
Indirect Exporting
Export merchants
Export agents
Export management companies (EMC)
Cooperative Exporting
Piggyback Exporting (Piggyback is a form of distribution
in foreign markets in which a SME company (the “rider”),
deals with a larger company (the “carrier”) which already
operates in certain foreign markets and is willing to act
on behalf of the rider that whishes to export to those
markets.)
Direct Exporting
Firms set up their own exporting departments
12. 4. Licensing
12
Licensor and the licensee
Benefits:
Appealing to small companies that lack resources
Faster access to the market
Rapid penetration of the global markets
Caveats:
Other entry mode choices may be affected
Licensee may not be committed
Lack of enthusiasm on the part of a licensee
Biggest danger is the risk of opportunism
Licensee may become a future competitor
13. 5. Franchising
13
Franchisor and the
franchisee
Master franchising
Benefits:
Overseas expansion with
a minimum investment
Franchisees’ profits tied
to their efforts
Availability of local
franchisees’ knowledge
Caveats:
– Revenues may not be adequate
– Availability of a master franchisee
– Limited franchising opportunities
overseas
– Lack of control over the
franchisees’ operations
– Problem in performance
standards
– Cultural problems
– Physical proximity
14. 6. Contract Manufacturing (Outsourcing)
14
Benefits:
Labor cost advantages
Savings via taxation, lower energy costs, raw materials,
and overheads
Lower political and economic risk
Quicker access to markets
Caveats:
Contract manufacturer may become a future competitor
Lower productivity standards
Backlash from the company’s home-market employees
regarding HR and labor issues
Issues of quality and production standards
15. 6. Contract Manufacturing (Outsourcing)
15
Qualities of an ideal subcontractor:
Flexible/geared toward just-in-time delivery
Able to meet quality standards
Solid financial footings
Able to integrate with company’s business
Must have contingency plans
16. 7. Expanding through Joint Ventures
16
Cooperative joint venture
Equity joint venture
Benefits:
Higher rate of return and more control over the
operations
Creation of synergy
Sharing of resources
Access to distribution network
Contact with local suppliers and government
officials
17. 7. Expanding through Joint Ventures
17
Caveats:
Lack of control
Lack of trust
Conflicts arising over matters such as strategies,
resource allocation, transfer pricing, ownership of
critical assets like technologies and brand names
18. 7. Expanding through Joint Ventures
.18
Drivers Behind Successful International Joint Ventures :
Pick the right partner
Establish clear objectives from the beginning
Bridge cultural gaps
Gain top managerial commitment and respect
Use incremental approach
Create a launch team during the launch phase:
(1) Build and maintain strategic alignment
(2) Create a governance system
(3) Manage the economic interdependencies
(4) Build the organization for the joint venture
19. 8. Entering New Markets through Wholly
Owned Subsidiaries
19
Acquisitions
Greenfield Operations (A green field
investment is a form of foreign direct
investment where a parent company starts a
new venture in a foreign country by
constructing new operational facilities from the
ground up. Eg. Coca-cola, Starbucks)
Benefits:
Greater control and higher profits
Strong commitment to the local market on the part
of companies
Allows the investor to manage and control
marketing, production, and sourcing decisions
20. 8. Entering New Markets through Wholly
Owned Subsidiaries
.20
Caveats:
Risks of full ownership
Developing a foreign presence without the support of a
third part
Risk of nationalization
Issues of cultural and economic sovereignty of the host
country
21. 8. Entering New Markets through Wholly
Owned Subsidiaries
.21
Acquisitions and Mergers
Quick access to the local market
Good way to get access to the local brands
Greenfield Operations
Offer the company more flexibility than acquisitions
in the areas of human resources, suppliers,
logistics, plant layout, and manufacturing
technology.
22. 9. Creating Strategic Alliances
22
Types of Strategic Alliances
Simple licensing agreements between two partners
Market-based alliances
Operations and logistics alliances
Operations-based alliances
25. 9. Creating Strategic Alliances
25
Cross-Border Alliances that Succeed:
Alliances between strong and weak partners
seldom work.
Autonomy and flexibility
Equal ownership
26. 10. Timing of Entry
26
International market entry decisions should
also cover the following timing-of-entry issues:
When should the firm enter a foreign market?
Other important factors include: level of
international experience, firm size
Also, the broader the scope of products and
services
Mode of entry issues, market knowledge, various
economic attractiveness variables, etc.
28. 11. Exit Strategies
.28
Risks of exit:
Fixed costs of exit
Disposition of assets
Signal to other markets
Long-term opportunities
Guidelines:
Contemplate and assess all options to salvage the
foreign business
Incremental exit
Migrate customers