{"title":"Institutions, effectuation and network outsidership: Reviews and case studies of foreign market entry","authors":"","doi":"10.1016/j.indmarman.2024.09.009","DOIUrl":null,"url":null,"abstract":"<div><div>How firms respond to institutional turbulence while entering foreign markets remains a research gap in international business today. This is especially true due to the scarcity of understanding regarding the interaction between a firm's network development and its decision-making process. We employ a historical multiple-case study method to investigate three Swedish firms and their foreign market entry into China between 1980 and 2010. Our findings show that while firms followed the incremental pathwork suggested by the Uppsala Model, their internationalization shifted from causal prediction to effectual flexibility due primarily to institutional turbulence that led them to hiatus and reorganization of interrelated network relationships. Our research makes two significant observations related to firms establishing insidership network positions that deserve future research attention: On the one hand, firms' network development is influenced by institutional turbulence, and on the other hand, firms' network position also influences further significant institutional changes by themselves.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":null,"pages":null},"PeriodicalIF":7.8000,"publicationDate":"2024-10-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Industrial Marketing Management","FirstCategoryId":"91","ListUrlMain":"https://www.sciencedirect.com/science/article/pii/S0019850124001597","RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q1","JCRName":"BUSINESS","Score":null,"Total":0}
引用次数: 0
Abstract
How firms respond to institutional turbulence while entering foreign markets remains a research gap in international business today. This is especially true due to the scarcity of understanding regarding the interaction between a firm's network development and its decision-making process. We employ a historical multiple-case study method to investigate three Swedish firms and their foreign market entry into China between 1980 and 2010. Our findings show that while firms followed the incremental pathwork suggested by the Uppsala Model, their internationalization shifted from causal prediction to effectual flexibility due primarily to institutional turbulence that led them to hiatus and reorganization of interrelated network relationships. Our research makes two significant observations related to firms establishing insidership network positions that deserve future research attention: On the one hand, firms' network development is influenced by institutional turbulence, and on the other hand, firms' network position also influences further significant institutional changes by themselves.
期刊介绍:
Industrial Marketing Management delivers theoretical, empirical, and case-based research tailored to the requirements of marketing scholars and practitioners engaged in industrial and business-to-business markets. With an editorial review board comprising prominent international scholars and practitioners, the journal ensures a harmonious blend of theory and practical applications in all articles. Scholars from North America, Europe, Australia/New Zealand, Asia, and various global regions contribute the latest findings to enhance the effectiveness and efficiency of industrial markets. This holistic approach keeps readers informed with the most timely data and contemporary insights essential for informed marketing decisions and strategies in global industrial and business-to-business markets.