Economics at your fingertips  

The Impact of Entrepreneurial Orientation on Foreign Market Entry: the Roles of Marketing Program Adaptation, Cultural Distance, and Unanticipated Events

William E. Baker (), Amir Grinstein () and Marcelo G. Perin ()
Additional contact information
William E. Baker: University of Akron
Amir Grinstein: Northeastern University
Marcelo G. Perin: Pontifical Catholic University of Rio Grande do Sul

Journal of International Entrepreneurship, 2020, vol. 18, issue 1, No 4, 63-91

Abstract: Abstract Scholars assert that firms with a strong entrepreneurial orientation (EO) should enjoy an advantage in foreign market entry. However, extant theory, particularly the dominant logic and adaptation frameworks, as well as supporting empirical research outside the domain of foreign market entry, suggests that the positive impact of a strong EO on foreign market entry is likely to be situational. Per the dynamic capabilities perspective, the authors first propose that marketing program adaptation (MPA) is a mediator of the EO-foreign market entry relationship. They further propose two moderators of the EO-MPA relationship, both of which are related to foreign market uncertainty: cultural distance (which increases uncertainty but is known prior to entry) and unanticipated events (which increases uncertainty but by definition are not known prior to entry). A study of 245 US MNCs supports the thesis that MPA is strongly related to foreign market entry success and that EO is an important contributor to foreign entry success when cultural distance is high and unanticipated events occur during launch but is less relevant in the opposite scenarios. There are important implications for firms entering foreign markets.

Keywords: Entrepreneurial orientation; Marketing program adaptation; Foreign market entry; Dominant logic; Cultural distance; Unanticipated events; orientación emprendedora; adaptación de programas de marketing; entrada en mercado exteriores; lógica dominante; distancia cultural; acontecimientos imprevistos (search for similar items in EconPapers)
Date: 2020
References: View references in EconPapers View complete reference list from CitEc
Citations: Track citations by RSS feed

Downloads: (external link) Abstract (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link:

Ordering information: This journal article can be ordered from
http://www.springer. ... ip/journal/10843/PS2

DOI: 10.1007/s10843-019-00257-0

Access Statistics for this article

Journal of International Entrepreneurship is currently edited by Hamid Etemad

More articles in Journal of International Entrepreneurship from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().

Page updated 2022-05-12
Handle: RePEc:kap:jinten:v:18:y:2020:i:1:d:10.1007_s10843-019-00257-0