International market selection-screening technique: replacing intuition with a multidimensional framework to select a short-list of countries

Gould, R 2002, International market selection-screening technique: replacing intuition with a multidimensional framework to select a short-list of countries, Doctor of Philosophy (PhD), Social Science and Planning, RMIT University.


Document type: Thesis
Collection: Theses

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Title International market selection-screening technique: replacing intuition with a multidimensional framework to select a short-list of countries
Author(s) Gould, R
Year 2002
Abstract The object of this research was to develop an international market screening methodology which selects highly attractive markets, allowing for the ranges in diversity amongst organisations, countries and products.

Conventional business thought is that, every two to five years, dynamic organisations which conduct business internationally should decide which additional foreign market or markets to next enter. If they are internationally inexperienced, this will be their first market; if they are experienced, it might be, say, their 100th market. How should each organisation select their next international market?

One previous attempt has been made to quantitatively test which decision variables, and what weights, should be used when choosing between the 230 countries of the world. The literature indicate that a well-informed selection decision could consider over 150 variables that measure aspects of each foreign market's economic, political, legal, cultural, technical and physical environments. Additionally, attributes of the organisation have not been considered when selecting the most attractive short-list of markets.

The findings presented in the dissertation are that 30 criteria accounted for 95 per cent of variance at cross-classification rates of 95 per cent. The weights of each variable, and the markets selected statistically as being the most attractive, were found to vary with the capabilities, goals and values of the organisation. This frequently means that different countries will be best for different organisations selling the same product. A "one size fits all" approach for a product by businesses or governments is thus not correct.
Degree Doctor of Philosophy (PhD)
Institution RMIT University
School, Department or Centre Social Science and Planning
Keyword(s) Country demand filtering
Country attractiveness
Choosing export countries
Choosing international markets
Export attractiveness assessment
Export country choice
Export demand potential
Export demand scanning
Foreign country assessment
Foreign market potential
Global market selection
International market assessment
Overseas country identification
Overseas market choice
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Created: Mon, 31 Jan 2011, 13:50:33 EST
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