Social Ties and Foreign Market Entry

Paul Ellis
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Paul Ellis: Hong Kong Polytechnic University

Journal of International Business Studies, 2000, vol. 31, issue 3, 443-469

Abstract: The social dynamics which precede international exchange are considered in light of data collected on 133 foreign market entries from a sample of highly-internationalized manufacturing firms. Consistent with research done in the social network field, the findings support the hypothesis that knowledge of foreign market opportunities is commonly acquired via existing inter-personal links rather than collected systematically via market research. This study thus contributes towards an understanding of those antecedent conditions that lead to the formation of export exchange relationships.© 2000 JIBS. Journal of International Business Studies (2000) 31, 443–469

Date: 2000
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