A Proposition-Based Approach to International Entry Strategy Contingencies

Abstract

While international market entry strategy has been examined extensively, relatively little has been said about the contingencies affecting entry mode decisions, or interactions between these contingencies and their effect on the entry mode decision. A series of propositions is drawn to develop a contingency framework for entry strategy decisions, based on environmental factors, industry and product/market contingencies, organizational strengths, and strategic objectives of the firm, and preliminary propositions are provided which illustrate the interrelationships between these contingencies. A research agenda to integrate the study of interrelationships between contingencies affecting entry strategy is recommended.