A Conceptual Model of Strategic Considerations for International Retail Expansion

Simpson, Eithel M.; Thorpe, Dayle I.

doi:10.1080/02642069500000047

Cited by 36 publications

(39 citation statements)

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“…Dawson (1994) recognised the growing body of empirical research on international retailing, yet also noted the lack of an adequate conceptual and theoretical framework for this area of enquiry. Prior research into international business expansion (eg Alexander, 1995;Daniels and Radebaugh, 1998;Dawson, 1994;Dunning, 1988Dunning, , 1998Berman and Evans, 1998;Hofstede, 1984;Pellegrini, 1991;Porter, 1980;Salmon and Tordjman, 1989;Simpson and Thorpe, 1995;Sternquist, 1998;Yip, 1998) contributes to the integration of a framework for speciality retail internationalisation by identifying motives as well as company, country and consumer characteristics likely to influence expansion decisions. Similarities among these frameworks include a focus on company characteristics (eg ownership form, product/service mix and image/ promotion factors) and country characteristics (eg market, cost, government and competitive factors).…”

Section: Conceptual Frameworkmentioning

confidence: 98%

“…There is agreement among researchers that, when considering international business expansion, firms might benefit from focusing attention on the influence of cultural differences or distance (Koopman, 2000;Morosini et al, 1998;Reda, 1998;Simpson and Thorpe, 1995). Cultural distance between the retailer's home country and the identified market can be estimated using Hofstede's (1984Hofstede's ( , 2001) five dimensions of culture: power distance, uncertainty avoidance, individualism, masculinity/femininity and long-term versus short-term orientation (see Morosini et al, 1998).…”

Section: Conceptual Frameworkmentioning

confidence: 98%

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Spanish consumers' perceptions of US apparel speciality retailers' products and services

Hyllegard

Eckman²,

Descals

et al. 2005

Journal of Consumer Behaviour

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is a professor of marketing at the University of Castilla La Mancha in Albacete, Spain. His research interests include aspects of marketing channel management, retailing and consumer behaviour. Currently he is working on various projects related to information technology and its effects on relationships among different channel members. Miguel Angel Gomez Borjais an associate professor of marketing at the University of Castilla La Mancha in Cuenca, Spain. His research interests deal mainly with experimental consumer behaviour research and the effects of information technology and new virtual markets on consumer behaviour and relationships in marketing channels. AbstractApparel speciality retailers' success in international markets is contingent upon their knowledge of culturally-defined values, norms and behaviour that influence consumer decision making and impact acceptance of products and services. An integrated theoretical framework of retail internationalisation guided this investigation of the viability of the Spanish market for US retailers. This study examined consumers' store patronage and apparel purchase behaviour, acceptance of US apparel brands, perceptions of retailers' products and services, and perceptions of the impact of foreign retailers on local communities. Data were collected from 375 consumers in Barcelona, Madrid and Valencia. The influence of retailer characteristics on consumers' store patronage varied by age and income. Product characteristics that influenced apparel purchases varied by gender, income and age, while acceptance of US brands differed by gender and age. The perceptions of Spanish, European and US retailers differed regarding quality, fashionability, product assortment, extent and quality of customer service, convenience of location, payment 345 options, national brands and store layout. Consumers' acceptance of US apparel brands was a function of age, household income, apparel product country of manufacture and price. Perceptions of US retailers were a function of household income, selected apparel characteristics and consumer acceptance of US apparel brands. Differences among perceptions of the impact of retail development were found by city. The findings provide insights into the opportunities and challenges for US apparel speciality retailers as they contemplate entry into the Spanish market. The affinity for US apparel among young Spanish consumers, particularly males, suggests optimism regarding opportunities in this market.

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Section: Conceptual Frameworkmentioning

confidence: 98%

Section: Conceptual Frameworkmentioning

confidence: 98%

Spanish consumers' perceptions of US apparel speciality retailers' products and services

Hyllegard

Eckman²,

Descals

et al. 2005

Journal of Consumer Behaviour

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“…The reasons for broader market selection options are found in the characteristics of foreign markets where Branded Retailers' targeted consumers have already experienced their brands, by travelling abroad, or where their brands are well recognized and highly valued, because of brands' global marketing efforts, including merchandising initiatives in films and TV series. Although extant literature contends that firms tend to select geographically close foreign markets that exhibit similar economic, cultural, and political systems to enter in the first moment of their internationalization process (Evans et al, 2000;Treadgold, 1988), some studies found that Branded Retailers could use their own brands' image and niche orientation to overcome psychic distance barriers or mitigate their effects (Evans et al, 2000;Moore et al, 2000, Simpson andThorpe, 1995). Alexander (1990) emphasized the importance of the niche opportunity when DBR select a new market to enter, using as example the targeted cosmopolitan consumers of luxury goods who can be found in large cities of many countries.…”

Section: Market Selectionmentioning

confidence: 99%

Uma visão contingencial da internacionalização do varejo: proposição de uma taxonomia e discussão dos desafios teóricos

Gomes¹,

Carneiro²,

Dib³

2017

BASE

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Este é um artigo de acesso aberto, licenciado por Creative Commons Atribuição 4.0 Internacional (CC BY 4.0), sendo permitidas reprodução, adaptação e distribuição desde que o autor e a fonte originais sejam creditados. ABSTRACTThere is no agreement upon the set of dimensions to be used to categorize distinct types of retailers and, consequently, it is difficult to disentangle the particularities of the internationalization trajectories of specific types of retailers. In this article, we propose a taxonomy of the firms involved in international retailing and discuss the differences in the internationalization patterns of the retail business across the types of retailers. The data was collected from an extensive review of the literature on retail internationalization and from several secondary sources, such as a report of a research institute and retailers' websites, as well as from visits to stores. The proposed taxonomy identifies three distinct types: (i) traditional retailers, (e.g., Walmart, JCPenney), which distribute a varied array of third parties' brands, (ii) specialized branded retailers (e.g., Zara, H&M), which are exclusive distributors of their own brands, and (iii) direct branded retailers (e.g., Adidas, Louis Vuitton), firms that are brand manufacturers' that are also distributors of their brands, but in a non-exclusive manner, as such brands are also distributed through other retailers. This contingent view of retail internationalization helps overcome two week points this field has: (i) the pervasive research practice of employing mixed samples of distinct types of retailers; and (ii) the inadvertent focus on traditional retailers, such as supermarkets and department stores, as if they were representative of the population of international retailers as a whole, which contrasts with the noticeable increase in the international retail distribution of consumer products through monobranded stores.Keywords: retail internationalization, retailer types, taxonomy. RESUMOA literatura carece de uma identificação clara dos diferentes tipos de firmas envolvidas com atividades varejistas internacionais, dificultando a identificação das particularidades da traje-

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“…Studies of specific retail sectors and geographically determined flows have been accompanied by case studies of "exemplars" of retail expansion (eg Wrigley 1997). Others have developed frameworks categorizing international retailers on the basis of behavioural criteria -most notably business culture and market responsiveness (Treadgold, 1990;Salmon and Tordjman, 1989;Simpson and Thorpe, 1995;Helferich et al 1997;Alexander and Myers, 2000). In addition, there is a growing interest in failure and divestment as an intrinsic element in the retail internationalisation process (Alexander and Quinn, 2002;Burt et al, 2003;Jackson et al 2004).…”

Section: Approaches To Internationalisationmentioning

confidence: 99%

Consumer co‐operatives and retail internationalisation: problems and prospects

Davies

Burt²

2007

International Journal of Retail &Amp; Distribution Management

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Purpose -Explores the retail internationalisation activities of consumer co-operatives.Findings -A survey of the available information on these internationalisation activities shows that they have been restricted to a relatively small number of co-operatives and that the 'failure' rate has been very high. Some suggestions are made as to why the co-operatives have been unable to convert their early-mover advantages into sustainable retail networks.Research limitations -The restricted nature of the sample means that these exploratory findings are primarily descriptive. Further, in-depth work with a sample of these co-operatives would help us to better understand the reasons for the moves into and out of various international activities.Practical Implications -Expands the literature on retail failure in general and also provides some more depth to the literature on the internationalisation of co-operatives.Originality/ Value -Whilst there have been significant volumes of research into the internationalisation of investor-owned retailers and of producer co-operatives, particularly the 'new generation' co-operatives, there has been very little prior work undertaken in this area.

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A Conceptual Model of Strategic Considerations for International Retail Expansion

Cited by 36 publications

References 6 publications

Spanish consumers' perceptions of US apparel speciality retailers' products and services

Spanish consumers' perceptions of US apparel speciality retailers' products and services

Uma visão contingencial da internacionalização do varejo: proposição de uma taxonomia e discussão dos desafios teóricos

Consumer co‐operatives and retail internationalisation: problems and prospects

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