Please use this identifier to cite or link to this item: http://hdl.handle.net/1893/21238
Appears in Collections:Marketing and Retail Journal Articles
Peer Review Status: Refereed
Title: Retailers׳ expansion mode choice in foreign markets: Antecedents for expansion mode choice in the light of internationalization theories
Authors: Picot-Coupey, Karine
Burt, Steven
Cliquet, Gerard
Contact Email: s.l.burt@stir.ac.uk
Keywords: Foreign operation mode
Retail internationalization
Internationalization theories
PLS-SEM
Fashion retailing
Issue Date: Nov-2014
Publisher: Elsevier
Citation: Picot-Coupey K, Burt S & Cliquet G (2014) Retailers׳ expansion mode choice in foreign markets: Antecedents for expansion mode choice in the light of internationalization theories, Journal of Retailing and Consumer Services, 21 (6), pp. 976-991.
Abstract: Whenever a retail company expands its store network in a foreign market, decisions have to be made about how this can be achieved. Existing studies of retail internationalization have usually analyzed the "entry mode" choice as an end in itself, and not as the start of a firm׳s international development. In addition, there is much debate in the academic literature about the antecedents for retail foreign operation mode choice and the relevance of generic internationalization theories to international retailing. Therefore, the objectives of this research are (1) to investigate the paths of entry and subsequent expansion modes pursued by retailers in international markets and (2) to develop and test a model of expansion mode antecedents in the light of generic business internationalization theories. This is achieved on the basis of data collected from 43 French fashion retailers and a PLS-SEM approach. Results show that (1) retailers clearly differentiate between entry and expansion modes; (2) the international marketing plan, the perceived attractiveness of the foreign market, and strategic and ownership conditions are the key antecedents for the choice of an expansion mode. After comparing the results with the explanations proposed by the generic internationalization theories, a multi-theoretical framework is proposed which draws from the Uppsala internationalization process model, network theory and the born-global theory. The findings provide a wealth of information for retailers׳ use in choosing appropriate foreign operation modes.
Type: Journal Article
URI: http://hdl.handle.net/1893/21238
DOI Link: http://dx.doi.org/10.1016/j.jretconser.2014.08.018
Rights: The publisher does not allow this work to be made publicly available in this Repository. Please use the Request a Copy feature at the foot of the Repository record to request a copy directly from the author. You can only request a copy if you wish to use this work for your own research or private study.
Affiliation: University of Rennes
Marketing and Retail Division
University of Rennes

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