Born globals’ foreign market channel strategies

Svante Andersson, Jonas Gabrielsson, Ingemar Wictor

Research output: Contribution to journalArticlepeer-review

11 Citations (SciVal)


Foreign entry mode choices are decisions of paramount importance for the long-term survival and growth of companies that are in a process of rapid international expansion. In this article we seek to understand the foreign market channel strategies of Born Globals. We examine whether these companies develop a similar strategy regarding foreign entry mode choices and if their market channel strategies differ from contemporary theories treating this problem. A comparative case study conducted on four companies meeting the criteria of Born Globals suggests that they do not have a typical foreign entry mode. Instead, the companies seem to have very different market channel strategies even if they all have internationalized very rapidly. These findings are discussed against the current range of theoretical models that seek to explain companies’ foreign entry mode choice. We conclude the article with some implications and suggestions for future research.
Original languageEnglish
Pages (from-to)356-373
JournalInternational Journal of Globalisation and Small Business
Issue number4
Publication statusPublished - 2006

Subject classification (UKÄ)

  • Social Sciences Interdisciplinary


  • market channel strategies
  • foreign entry mode
  • international expansion
  • Born Globals


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