Gray marketing as an alternative market penetration strategy for entrepreneurs: Conceptual model and case evidence

Journal of Business Venturing

Volumn 16, Issue 4, 2001, Pages 405-427

  Lim, Guan H ^a   Lee, Khai S ^a   Tan, Soo J ^a  

^a NATIONAL UNIVERSITY OF SINGAPORE   (Singapore)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 14344276977     PISSN: 08839026     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0883-9026(99)00050-6     Document Type: Article

References (52)

1. Armstrong, L., Holstein, W.J., and Cuneo, A.Z. 1988. Now Japan is feeling the heat from the gray market. Business Week (March 14):16-17.
2. Carter N.M., Stearns T.M., Reynolds R.D., Miller B.A. New venture strategies. Theory development with an empirical base Strategic Management Journal. 15(1):1994;21-41.
3. Cavusgil S.T., Sikora E. How multinationals can counter gray market imports. Columbia Journal of World Business. 23(4):1988;75-85.
4. Chaganti R. Small business strategies in different industry growth environments. Journal of Small Business Management. 25(3):1987;61-68.
5. Chaudhry P.E., Walsh M.G. Managing the gray market in the European Union. The case of the pharmaceutical industry Journal of International Marketing. 3(3):1995;11-33.
6. Cohn T., Lindberg R.A. How Management is Different in Small Companies. 1972;American Management Association, New York.
7. Collis D.J., Montgomery C.A. Corporate Strategy. Resources and the Scope of the Firm:1997;Irwin, Chicago.
8. Cooper A.C., Willard G.E., Woo C.Y. Strategies of high-performing new and small firms. A reexamination of the niche concept Journal of Business Venturing. 1(3):1986;247-260.
9. Cross J., Stephans J., Benjamin R.E. Gray markets. A legal review and public policy perspective Journal of Public Policy and Marketing. 9:1990;183-194.
10. Cua, G. 1994a. Telecom unit cracks down on parallel imports. Business Times (September 15):2.
11. Cua, G. 1994b. Motorola issue prompts CASE to speak up for parallel imports. Business Times (September 20):2.
12. Davis, B. 1994. U.S. plans to probe piracy in China, raising possibility of trade sanctions. The Wall Street Journal (June 28):A-2.
13. Drucker P.F. Innovation and Entrepreneurship. Practice and Principles:1993;Harper Business, London.
14. Duhan D.F., Sheffet M.J. Gray markets and the legal status of parallel importation. Journal of Marketing. 52(3):1988;75-83.
15. Eden L., Levitas E., Martinez R.J. The production, transfer and spillover of technology. Comparing large and small multinationals as technology producers Small Business Economics. 9(1):1997;53-66.
16. nd edition:1990;Basil Blackwell, Cambridge.
17. Gwartney J.D., Strong R.L. Economics. Private and Public Choice:1992;Harcourt Brace Jovanovich, Orlando.
18. Jervey, G. 1983. ’Gray market’ hits camera, watch sales. Advertising Age (August 15):3, 62.
19. Kao R.W.Y. Small Business Management. A Strategic Emphasis:1981;Holt, Rinehart & Winston, Toronto.
20. Kaikati J.G. Don’t crack the Japanese distribution system - Just circumvent it. Columbia Journal of World Business. 28(2):1993;35-45.
21. th edition:1996;Prentice Hall, Upper Saddle River.
22. Lee, K.S., Lim, G.H., and Tan, S.J. 1998. Competitive market penetration strategies for entrepreneurs - Lessons from SMEs in Asia, Paper presented at the UIC/AMA Annual Research Symposium on Marketing and Entrepreneurship, Hong Kong (June 12-13).
23. Lee K.S., Lim G.H., Tan S.J. Dealing with resource disadvantage. Generic strategies for SMEs Small Business Economics. 12(4):1999;299-311.
24. Leong, C.T. 1994. Cheaper luxury cars soon through AAS’ direct import service. The Straits Times (September 30):1.
25. Leong, C.T. 1995. C&C’s new E-class Mercedes Benz is priced lower. The Straits Times (December 14).
26. Lim, L.H. 1996a. Parallel imports: Copyright owners fight back. The Straits Times (August 12): 31.
27. Lim, S.J. 1996b. Co-exist, not confront, urge parallel importers. The Straits Times (August 16).
28. Lowe, L.S., and Rubin, M. 1986, Grey markets’ channels of distribution. Business Journal (Fall):40-43.
29. Maskulka J.M., Gulas C.S. The long-term dangers of gray-market sales. Business. 37(January-March):1987;25-31.
30. Mathur L.K. The impact of international gray marketing on consumers and firms. Journal of Euromarketing. 4(2):1995;39-59.
31. Miller D., Toulouse J. Strategy, structure, CEO personality and performance in small firms. American Journal of Small Business. 10(3):1986;47-62.
32. Moorthy K.S. Market segmentation, self-selection, and product line design. Marketing Science. 3(4):1984;288-307.
33. Moorthy K.S. Using game theory to model competition. Journal of Marketing Research. 22(August):1985;262-282.
34. Nathan, D. 1993. German-made Mercedes offered but not from C&C. The Straits Times.
35. Porter M. Competitive Strategies. 1980;The Free Press, New York.
36. Pereira, B. 1994. New law ensures continued import of cheaper goods. The Sunday Times (August 8).
37. Ramirez, A. 1985. Blue vs. gray: IBM tries to stop the discounters. Fortune (May 27):79.
38. Rugman, A.M., and Verbeke, A. 1987/88. Does competitive strategy work for small business? Journal of Small Business and Entrepreneurship 5(3):45-69.
39. Selten R. The chain store paradox. Theory and Decision. 9(2):1978;127-159.
40. Slomski, A.J. 1986. Importers see red over gray market. Advertising Age (July 21):S-19.
41. Tan, C. 1998. Overtaking the ’grey’ bikes. Business Times (April 9).
42. Tan, S.J., Lim, G.H., and Lee, K.S. 1995. Gray marketing: A new perspective. In Proceedings of the Seventh Bi-Annual World Marketing Congress (Melbourne, Australia), VII(II):9:27-9:32.
43. Tan S.J., Lim G.H., Lee K.S. Strategic responses to parallel importing. Journal of Global Marketing. 10(4):1997;45-66.
44. The Straits Times 1994. Parallel importers make cosmetics firms see red. (October 7):44.
45. The Straits Times 1996. Copyright owners’ tactics to reclaim market. (August 23):31.
46. The Straits Times 1999. C&C regains some lost ground. (February 1):47.
47. Usunier J. International Marketing. A Cultural Approach:1993;Prentice Hall, New York.
48. Vesper K.H. New Venture Strategies. 1980;Prentice Hall, Englewood Cliffs.
49. Weigand R.E. Parallel import channels - Options for preserving territorial integrity. Columbia Journal of World Business. 26(1):1991;53-60.
50. Weinrauch D.J., Mann O.K., Robinson P.A., Pharr J. Dealing with limited financial resources. A marketing challenge for small business Journal of Small Business Management. 29(4):1991;44-54.
51. Weinstein A. Market Segmentation. Using Demographics, Psychographics, and Other Niche Marketing Techniques to Predict and Model Customer Behavior:1994;Probus Publishing Company, Chicago.
52. Wright P., Parsinia A. Porter’s synthesis of generic business strategies. A critique International Management. 30(3):1988;20-23.