An evaluation of the international market selection strategies utilised by UK companies

Vaughan, J. (2016) An evaluation of the international market selection strategies utilised by UK companies. Paper presented to: Academy of Marketing Conference (AM2016): Radical Marketing, Newcastle, England, 04-07 July 2016. Also presented at the British Academy of Management (BAM) Conference 2016: Thriving in Turbulent Times held at Newcastle University, 06-08 September 2016

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Item Type:	Conference or Workshop Item (Paper)
Abstract:	Purpose – The purpose of this paper is to empirically test theoretical models of international market selection and to compare with the process used by companies. Design/methodology/approach – Primary research was conducted using a questionnaire distributed to businesses operating in two market sectors. Results – This paper demonstrates a wide difference in the international market selection process adopted by companies in assessing potential new non-domestic markets and those models advocated in the academic literature. The results indicate that a significant number of companies have a weak international market selection process that is highly subjective as to which countries are included in the selection process. This subjectivity is demonstrated by the screening of only a very limited number of markets and the reliance upon a limited range of criteria which focus upon operational issues. Recommendations - Companies should adopt a more rigorous approach to their international market selection process by ensuring that a wider range of non-domestic markets are included at an early stage and that screening criteria are applied in a fair and transparent manner.
Uncontrolled Keywords:	International market selection, market screening, internationalisation, internationalization
Subjects:	H Social Sciences > HF Commerce > HF5410 Marketing. Distribution of products H Social Sciences > HF Commerce > HF1379 International commerce
Creators:	Vaughan, Jason
Northamptonshire and East Midlands:	Business and Industry
Faculties, Divisions and Institutes:	University Faculties, Divisions and Research Centres - OLD > Faculty of Business & Law > Marketing and Entrepreneurship Faculties > Faculty of Business & Law > Marketing and Entrepreneurship
Date:	7 July 2016
Date Type:	Publication
Event Title:	Academy of Marketing Conference (AM2016): Radical Marketing
Event Dates:	04-07 July 2016
Event Location:	Newcastle, England
Event Type:	Conference
Language:	English
Status:	Published / Disseminated
Refereed:	Yes
Related URLs:	Conference Conference
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URI:	http://nectar.northampton.ac.uk/id/eprint/8468

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