Determinants of foreign market entry mode decision: an exploratory study of business organisations in Australia

Abstract

While a number of overseas studies have made substantial contributions to our understanding of the foreign entry mode behaviour of business organisations and have identified some factors that could impact entry mode decisions, most of the studies concentrated either purely on multinational corporations or focused mainly on small-medium sized companies. This paper presents the results of an exploratory study that was designed to identify the factors that determine the entry modes used by big and small-medium sized business organisations in Australia when entering foreign markets. A stepwise discriminant analysis was utilised for the analysis.