Authors: Maqsood Sandhu; Richard A. Owusu; Soren Kock
This paper proposes and elaborates that project business should be seen as a distinct market entry method, or mode of international business. The paper discusses the contributions of various strands of received international market entry theory ? on one hand the Uppsala Internationalisation Model, and the contributions made to it by the Transactions Costs Perspective as well as Dunning’s Eclectic Paradigm and on the other hand the Network Approach to International Market Entry ? regarding the modes of international market entry. Our research and analyses show that the characteristics and demands of international project business are so distinct that only its clear demarcation as a distinct international market entry method enables us to adequately expose its nature, demands, and importance. We agree that a single project sale is a temporary form of direct involvement in a foreign economy. However, it provides opportunities for network interactions in a way that makes it an important jump pad for continuous project or other business in the foreign economy. Our conceptual analyses based on a literature review and the evidence of many case studies confirm the distinctiveness of project business and lead to the proposition that it should be considered as a separate market entry mode. By so doing research, teaching, and management implications will develop the correct analytical and normative approach necessary to correctly deal with it. Keywords: International Project Business Internationalisation InternationalMarket Entry Modes, Network, Relationships.
Journal: ( – )
Web Address:
Publish Year: 2003
Conference: Lugano, Switzerland (2003)