Entry Strategies Lecture Outline: Consider the role of entry strategies Evaluate the range of entry strategies Assess determinants of selection Identify methods of selection The choice of entry strategy is "strategic" because... It determines the strategic development of the enterprise It determines the effectiveness of the world-wide transfer of petencies It involves resource allocation and investment It promotes Global learning Underpins global performance! Entry Strategy involves... .....answering three key questions: Why does pany want to enter the specific country / location? When is it appropriate to enter? How can it enter? Why does pany want to enter..... Four types of strategic objective: Market Development Objective Resources Access Objective Learning Objective Regional Coordination Objective Links to Country Selection Analysis When is it appropriate to enter? Four Phases or "Windows" exist: The "Premature" Phase The "Window" Phase The "Competitive Growth" Phase The "Mature" Phase First-mover or fast-follower? The range of entry strategies (modes) include.... In-direct Exporting / Agent Distributor Direct Exporting Licensing / Franchising Strategic Alliance / Joint-Venture Turnkey & Management Contracts FDI: Acquisition or Greenfield "WOS" Companies often binations. Determinants of choice.. Decisions are based on bination of two key dimensions: The
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