메뉴 건너뛰기




Volumn 22, Issue 3, 2008, Pages 198-212

Professional service firms entering emerging markets: The role of network relationships

Author keywords

Emerging markets; Foreign trade; Market entry; Service industries; Social networks

Indexed keywords


EID: 44049103000     PISSN: 08876045     EISSN: None     Source Type: Journal    
DOI: 10.1108/08876040810871165     Document Type: Article
Times cited : (59)

References (58)
  • 2
    • 44049083706 scopus 로고    scopus 로고
    • Asia-Pacific Legal 500 available at
    • Asia-Pacific Legal 500 (2004), available at: www.legal500.com.
    • (2004)
  • 3
    • 0003452863 scopus 로고
    • Axelsson, B. and Easton, G. (Eds) Routledge, London
    • Axelsson, B. and Easton, G. (Eds) (1992), Industrial Networks: A New View of Reality, Routledge, London.
    • (1992) Industrial Networks: A New View of Reality
  • 4
    • 33749209748 scopus 로고
    • "Foreign market entry - The textbook vs the network view"
    • in Axelsson, B. and Easton, G. (Eds), Routledge, London
    • Axelsson, B. and Johanson, J. (1992), "Foreign market entry - the textbook vs the network view", in Axelsson, B. and Easton, G. (Eds), Industrial Networks: A New View of Reality, Routledge, London, pp. 218-34.
    • (1992) Industrial Networks: A New View of Reality , pp. 218-234
    • Axelsson, B.1    Johanson, J.2
  • 6
    • 0003205374 scopus 로고
    • "A network approach to foreign market entry"
    • in Moller, K. and Wilson, D. (Eds), Kluwer Academic Publications, New York, NY
    • Blankenburg, D. (1995), "A network approach to foreign market entry", in Moller, K. and Wilson, D. (Eds), Business Marketing: An Interaction and Network Perspective, Kluwer Academic Publications, New York, NY.
    • (1995) Business Marketing: An Interaction and Network Perspective
    • Blankenburg, D.1
  • 7
    • 38249016043 scopus 로고
    • "The internationalization of service firms: A comparison with the manufacturing sector"
    • Buckley, P.J., Pass, C.L. and Prescott, K. (1992), "The internationalization of service firms: A comparison with the manufacturing sector", Scandinavian International Business Review, Vol. 1 No. 1, pp. 39-55.
    • (1992) Scandinavian International Business Review , vol.1 , Issue.1 , pp. 39-55
    • Buckley, P.J.1    Pass, C.L.2    Prescott, K.3
  • 9
    • 84986104478 scopus 로고    scopus 로고
    • "Market orientation and business performance: Some evidence from Hong Kong"
    • Chan, H.N. and Ellis, P. (1998), "Market orientation and business performance: Some evidence from Hong Kong", International Marketing Review, Vol. 15 No. 2, pp. 119-39.
    • (1998) International Marketing Review , vol.15 , Issue.2 , pp. 119-139
    • Chan, H.N.1    Ellis, P.2
  • 10
    • 28144457827 scopus 로고    scopus 로고
    • "Paths to internationalisation among small-to-medium-sized firms"
    • Chetty, S. and Campbell-Hunt, C. (2004), "Paths to internationalisation among small-to-medium-sized firms", European Journal of Marketing, Vol. 37 Nos 5/6, pp. 796-820.
    • (2004) European Journal of Marketing , vol.37 , Issue.5-6 , pp. 796-820
    • Chetty, S.1    Campbell-Hunt, C.2
  • 12
    • 0001316432 scopus 로고    scopus 로고
    • "Internationalization processes and the smaller firm: A review of contemporary empirical research"
    • Coviello, N.E. and McAuley, A.N. (1999), "Internationalization processes and the smaller firm: A review of contemporary empirical research", Management International Review, Vol. 39 No. 3, pp. 223-42.
    • (1999) Management International Review , vol.39 , Issue.3 , pp. 223-242
    • Coviello, N.E.1    McAuley, A.N.2
  • 13
    • 0006477609 scopus 로고    scopus 로고
    • "Internationalization of service SMEs: An integrated perspective from the engineering consulting sector"
    • Coviello, N.E. and Martin, K.A.-M. (1999), "Internationalization of service SMEs: An integrated perspective from the engineering consulting sector", Journal of International Marketing, Vol. 7 No. 4, pp. 42-66.
    • (1999) Journal of International Marketing , vol.7 , Issue.4 , pp. 42-66
    • Coviello, N.E.1    Martin, K.A.-M.2
  • 14
    • 0011498028 scopus 로고
    • "Marketing services internationally: Barriers and management strategies"
    • Dahringer, L.D. (1991), "Marketing services internationally: barriers and management strategies", The Journal of Services Marketing, Vol. 5 No. 3, pp. 5-18.
    • (1991) The Journal of Services Marketing , vol.5 , Issue.3 , pp. 5-18
    • Dahringer, L.D.1
  • 15
    • 85135315697 scopus 로고    scopus 로고
    • "Beyond market orientation: Knowledge management and the innovativeness of New Zealand firms"
    • Darroch, J. and NcNaughton, R. (2003), "Beyond market orientation: knowledge management and the innovativeness of New Zealand firms", European Journal of Marketing, Vol. 37 Nos 3/4, pp. 572-93.
    • (2003) European Journal of Marketing , vol.37 , Issue.3-4 , pp. 572-593
    • Darroch, J.1    NcNaughton, R.2
  • 16
    • 85122765006 scopus 로고
    • "Success factors in developing new business"
    • de Brentani, U. (1991), "Success factors in developing new business", European Journal of Marketing, Vol. 25 No. 2, pp. 33-59.
    • (1991) European Journal of Marketing , vol.25 , Issue.2 , pp. 33-59
    • de Brentani, U.1
  • 17
    • 0001515115 scopus 로고    scopus 로고
    • "Key concepts for new service development"
    • Edvardsson, B. and Olsson, J. (1996), "Key concepts for new service development", The Services Industries Journal, Vol. 16 No. 2, pp. 140-64.
    • (1996) The Services Industries Journal , vol.16 , Issue.2 , pp. 140-164
    • Edvardsson, B.1    Olsson, J.2
  • 19
    • 0001073758 scopus 로고
    • "Building theories from case study research"
    • Eisenhardt, K.M. (1989), "Building theories from case study research", Academy of Management Review, Vol. 14 No. 4, pp. 532-50.
    • (1989) Academy of Management Review , vol.14 , Issue.4 , pp. 532-550
    • Eisenhardt, K.M.1
  • 20
    • 0001157867 scopus 로고
    • "Choice of foreign market entry modes by service firms: Role of market knowledge"
    • Erramilli, K.M. and Rao, C.P. (1990), "Choice of foreign market entry modes by service firms: Role of market knowledge", Management International Review, Vol. 30 No. 2, pp. 135-50.
    • (1990) Management International Review , vol.30 , Issue.2 , pp. 135-150
    • Erramilli, K.M.1    Rao, C.P.2
  • 21
    • 0041410691 scopus 로고
    • "Service firms' international entry-mode choice: A modified transaction-cost analysis approach"
    • July
    • Erramilli, K.M. and Rao, C.P. (1993), "Service firms' international entry-mode choice: A modified transaction-cost analysis approach", Journal of Marketing, Vol. 57, July, pp. 19-38.
    • (1993) Journal of Marketing , vol.57 , pp. 19-38
    • Erramilli, K.M.1    Rao, C.P.2
  • 22
    • 0004180877 scopus 로고
    • Feagin, J., Orum, A. and Sjober, G. (Eds) University of North Carolina Press, Chapel Hill, NC
    • Feagin, J., Orum, A. and Sjober, G. (Eds) (1991), A Case for Case Study, University of North Carolina Press, Chapel Hill, NC.
    • (1991) A Case for Case Study
  • 24
    • 0347203751 scopus 로고
    • "Top performing organizations of Australia, New Zealand and Singapore: A comparative study of their marketing effectiveness"
    • Ghosh, B.C., Schoch, H.P., Taylor, D.B., Kwan, W.W. and Kim, T.S. (1994), "Top performing organizations of Australia, New Zealand and Singapore: A comparative study of their marketing effectiveness", Marketing Intelligence and Planning, Vol. 12 No. 7, pp. 39-48.
    • (1994) Marketing Intelligence and Planning , vol.12 , Issue.7 , pp. 39-48
    • Ghosh, B.C.1    Schoch, H.P.2    Taylor, D.B.3    Kwan, W.W.4    Kim, T.S.5
  • 25
    • 84986129938 scopus 로고    scopus 로고
    • "Internationalization strategies for services"
    • Grönroos, C. (1999), "Internationalization strategies for services", The Journal of Services Marketing, Vol. 13 No. 4, pp. 290-302.
    • (1999) The Journal of Services Marketing , vol.13 , Issue.4 , pp. 290-302
    • Grönroos, C.1
  • 26
    • 44049083143 scopus 로고
    • "Toward a theory of professional services marketing"
    • Gummesson, E. (1980), "Toward a theory of professional services marketing", Industrial Marketing Management, Vol. 9 No. 1, pp. 89-96.
    • (1980) Industrial Marketing Management , vol.9 , Issue.1 , pp. 89-96
    • Gummesson, E.1
  • 28
    • 13244258514 scopus 로고    scopus 로고
    • "Entrepreneurs' relationships for internationalization: Function, origins and strategies"
    • Harris, S. and Wheeler, C. (2005), "Entrepreneurs' relationships for internationalization: Function, origins and strategies", International Business Review, Vol. 14 No. 2, pp. 187-207.
    • (2005) International Business Review , vol.14 , Issue.2 , pp. 187-207
    • Harris, S.1    Wheeler, C.2
  • 29
    • 0003684426 scopus 로고    scopus 로고
    • Hart, S. (Ed.) Dryden Press, London
    • Hart, S. (Ed.) (1996), New Product Development: A Reader, Dryden Press, London.
    • (1996) New Product Development: A Reader
  • 30
    • 84993054612 scopus 로고    scopus 로고
    • "Global franchising: Current status and future challenges"
    • Hoffman, R. and Preble, J.F. (2004), "Global franchising: Current status and future challenges", Journal of Services Marketing, Vol. 18 No. 2, pp. 101-13.
    • (2004) Journal of Services Marketing , vol.18 , Issue.2 , pp. 101-113
    • Hoffman, R.1    Preble, J.F.2
  • 31
    • 34548302946 scopus 로고    scopus 로고
    • Hollensen, S. (Ed.) 3rd ed., Prentice-Hall, Pearson Education, Harlow
    • Hollensen, S. (Ed.) (2004), Global Marketing: A Decision-oriented Approach, 3rd ed., Prentice-Hall, Pearson Education, Harlow.
    • (2004) Global Marketing: A Decision-oriented Approach
  • 32
    • 84992990080 scopus 로고    scopus 로고
    • "The export of e-services in the age of technology transformation: Challenges and implications for international service providers"
    • Javalgi, R.G., Martin, C.L. and Todd, P.R. (2004), "The export of e-services in the age of technology transformation: Challenges and implications for international service providers", Journal of Services Marketing, Vol. 18 No. 7, pp. 560-73.
    • (2004) Journal of Services Marketing , vol.18 , Issue.7 , pp. 560-573
    • Javalgi, R.G.1    Martin, C.L.2    Todd, P.R.3
  • 33
    • 0000893001 scopus 로고
    • "Interorganizational relations in industrial systems: A network approach compared with the transaction-cost approach"
    • Johanson, J. and Mattsson, L.-G. (1987), "Interorganizational relations in industrial systems: A network approach compared with the transaction-cost approach", International Studies of Management and Organization, Vol. 17 No. 1, pp. 34-48.
    • (1987) International Studies of Management and Organization , vol.17 , Issue.1 , pp. 34-48
    • Johanson, J.1    Mattsson, L.-G.2
  • 34
    • 0000584306 scopus 로고
    • "Internationalization in industrial systems - A network approach"
    • in Hood, N. and Vahlne, J.-E. (Eds), Croom Helm, New York, NY
    • Johanson, J. and Mattsson, L.-G. (1988), "Internationalization in industrial systems - a network approach", in Hood, N. and Vahlne, J.-E. (Eds), Strategies in Global Competition, Croom Helm, New York, NY, pp. 287-314.
    • (1988) Strategies in Global Competition , pp. 287-314
    • Johanson, J.1    Mattsson, L.-G.2
  • 35
    • 85088437439 scopus 로고
    • "The internationalization process of the firm-a model of knowledge development and increasing foreign market commitment"
    • Spring/Summer
    • Johanson, J. and Vahlne, J.E. (1977), "The internationalization process of the firm-a model of knowledge development and increasing foreign market commitment", Journal of International Business Studies, Vol. 8, Spring/Summer, pp. 23-32.
    • (1977) Journal of International Business Studies , vol.8 , pp. 23-32
    • Johanson, J.1    Vahlne, J.E.2
  • 36
    • 84946726933 scopus 로고
    • "The mechanism of internationalization"
    • Johanson, J. and Vahlne, J.E. (1990), "The mechanism of internationalization", International Marketing Review, Vol. 7 No. 4, pp. 11-24.
    • (1990) International Marketing Review , vol.7 , Issue.4 , pp. 11-24
    • Johanson, J.1    Vahlne, J.E.2
  • 37
    • 84980231062 scopus 로고
    • "The internationalisation of the firm - Four Swedish cases"
    • October
    • Johanson, J. and Wiedersheim-Paul, F. (1975), "The internationalisation of the firm - four Swedish cases", Journal of Management Studies, Vol. 12 No. 3, October, pp. 305-22.
    • (1975) Journal of Management Studies , vol.12 , Issue.3 , pp. 305-322
    • Johanson, J.1    Wiedersheim-Paul, F.2
  • 39
    • 0003711260 scopus 로고    scopus 로고
    • 3rd ed., Prentice-Hall, Englewood Cliffs, NJ
    • Lovelock, C.H. (1996), Services Marketing, 3rd ed., Prentice-Hall, Englewood Cliffs, NJ.
    • (1996) Services Marketing
    • Lovelock, C.H.1
  • 40
    • 2142678056 scopus 로고    scopus 로고
    • "Innovation, organizational capabilities, and the born-global firm"
    • Knight, G. and Cavusgil, S.T. (2004), "Innovation, organizational capabilities, and the born-global firm", Journal of International Business Studies, Vol. 35 No. 2, pp. 124-41.
    • (2004) Journal of International Business Studies , vol.35 , Issue.2 , pp. 124-141
    • Knight, G.1    Cavusgil, S.T.2
  • 41
    • 0004264859 scopus 로고
    • Sage Publications, Beverly Hills, CA
    • McCracken, G. (1988), The Long Interview, Sage Publications, Beverly Hills, CA.
    • (1988) The Long Interview
    • McCracken, G.1
  • 43
    • 0000212069 scopus 로고    scopus 로고
    • "Emerging market conditions and their impact on first mover advantages: An integrative view"
    • Nakata, C. and Sivakumar, K. (1997), "Emerging market conditions and their impact on first mover advantages: An integrative view", International Marketing Review, Vol. 14 No. 6, pp. 461-85.
    • (1997) International Marketing Review , vol.14 , Issue.6 , pp. 461-485
    • Nakata, C.1    Sivakumar, K.2
  • 44
    • 33344476577 scopus 로고    scopus 로고
    • "Identifying the determinants of internal market orientation"
    • Naude, P., Desai, J. and Murphy, J. (2003), "Identifying the determinants of internal market orientation", European Journal of Marketing, Vol. 37 No. 2, pp. 1205-20.
    • (2003) European Journal of Marketing , vol.37 , Issue.2 , pp. 1205-1220
    • Naude, P.1    Desai, J.2    Murphy, J.3
  • 45
    • 0001417089 scopus 로고    scopus 로고
    • "Entry into turbulent business networks - The case of a Western company on the Estonian market"
    • Salmi, A. (2000), "Entry into turbulent business networks - the case of a Western company on the Estonian market", European Journal of Marketing, Vol. 34 Nos 11/12, pp. 1374-90.
    • (2000) European Journal of Marketing , vol.34 , Issue.11-12 , pp. 1374-1390
    • Salmi, A.1
  • 46
    • 33751555451 scopus 로고
    • "Technical consultancy in internationalization"
    • Winter
    • Sharma, D. and Johanson, J. (1987), "Technical consultancy in internationalization", International Marketing Review, Vol. 4 Nos 4, Winter, pp. 20-9.
    • (1987) International Marketing Review , vol.4 , Issue.4 , pp. 20-29
    • Sharma, D.1    Johanson, J.2
  • 47
    • 0034269761 scopus 로고    scopus 로고
    • "A. and Song, L.Z. Pioneering advantage in new service development: A multi-country study of managerial perceptions"
    • Song, M.X., Di Benedetto, A. and Song, L.Z. (2000), "A. and Song, L.Z. Pioneering advantage in new service development: A multi-country study of managerial perceptions", Journal of Product Innovation Management, Vol. 17 No. 5, pp. 378-92.
    • (2000) Journal of Product Innovation Management , vol.17 , Issue.5 , pp. 378-392
    • Song, M.X.1    Di Benedetto, A.2    Song, L.Z.3
  • 48
    • 84986136039 scopus 로고    scopus 로고
    • "Intercultural communication: A key element in global strategies"
    • Sprinks, N. and Wells, B. (1997), "Intercultural communication: A key element in global strategies", Career Development International, Vol. 2 No. 6, pp. 287-92.
    • (1997) Career Development International , vol.2 , Issue.6 , pp. 287-292
    • Sprinks, N.1    Wells, B.2
  • 50
    • 18844467365 scopus 로고    scopus 로고
    • "A response to Evans et al. psychic distance: A concept past its due date?"
    • Stöttinger, B. and Schlegelmilch, B. (2000), "A response to Evans et al. psychic distance: A concept past its due date?", International Marketing Review, Vol. 17 No. 2, pp. 169-73.
    • (2000) International Marketing Review , vol.17 , Issue.2 , pp. 169-173
    • Stöttinger, B.1    Schlegelmilch, B.2
  • 51
    • 44049091841 scopus 로고    scopus 로고
    • "Book Reviews - Selling to Newly Emerging Markets, by Russell R. Miller: Quorum Books, Greenwich, CT, 1998, pp. 274"
    • Sunje, A. (1999), "Book Reviews - Selling to Newly Emerging Markets, by Russell R. Miller: Quorum Books, Greenwich, CT, 1998, pp. 274", Journal of International Marketing, Vol. 7 No. 1, pp. 93-5.
    • (1999) Journal of International Marketing , vol.7 , Issue.1 , pp. 93-95
    • Sunje, A.1
  • 52
    • 84993055787 scopus 로고    scopus 로고
    • "New service development: A network perspective"
    • Syson, F. and Perks, H. (2004), "New service development: A network perspective", Journal of Services Marketing, Vol. 18 No. 4, pp. 255-66.
    • (2004) Journal of Services Marketing , vol.18 , Issue.4 , pp. 255-266
    • Syson, F.1    Perks, H.2
  • 53
    • 2442707373 scopus 로고    scopus 로고
    • "What is a professional service? A conceptual review and bi-national investigation"
    • Thakor, M.V. and Kumar, A. (2000), "What is a professional service? A conceptual review and bi-national investigation", The Journal of Services Marketing, Vol. 14 No. 1, pp. 63-75.
    • (2000) The Journal of Services Marketing , vol.14 , Issue.1 , pp. 63-75
    • Thakor, M.V.1    Kumar, A.2
  • 55
    • 0034756324 scopus 로고    scopus 로고
    • "The persistent impact of language on global operations"
    • Welch, D.E., Welch, L.S. and Marschan-Piekkari, R. (2001), "The persistent impact of language on global operations", Prometheus, Vol. 19 No. 3, pp. 194-209.
    • (2001) Prometheus , vol.19 , Issue.3 , pp. 194-209
    • Welch, D.E.1    Welch, L.S.2    Marschan-Piekkari, R.3
  • 56
  • 57
    • 84986018662 scopus 로고    scopus 로고
    • "How e-commerce is transforming and internationalizing service industries"
    • Wymbs, C. (2000), "How e-commerce is transforming and internationalizing service industries", Journal of Services Marketing, Vol. 14 No. 6, pp. 463-78.
    • (2000) Journal of Services Marketing , vol.14 , Issue.6 , pp. 463-478
    • Wymbs, C.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.