Marketing Faculty Publications and Presentations

Document Type

Article

Publication Date

7-31-2024

Abstract

Previous research on the impact of distance on the choice between full versus shared control international market entry has produced inconsistent results. The authors suggest that the characteristics of the decision-maker may be an important boundary condition, which helps explain this inconsistency. Specifically, the authors examine how differences in decision-maker self-construal influence the effects of distance on entry mode decisions. To investigate the phenomenon, the authors use multiple methods to conduct three separate studies, including two experiments and a meta-analysis. The results offer consistent evidence that the distance–entry mode relationship is stronger for managers with an independent self-construal than for managers with an interdependent self-construal.

Comments

Original published version available at https://doi.org/10.1177/1069031X241274180

Publication Title

Journal of International Marketing

DOI

https://doi.org/10.1177/1069031X241274180

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Marketing Commons

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