The internationalization literature - both of manufacturing and services - has concentrated upon the issue of entry, and largely ignored post-entry behaviour and market development. A major aim of this paper, therefore, is to present evidence on foreign market development by business service firms in two UK regions, Scotland and the South East of England, and the Amsterdam urban region of the Netherlands. Following a review of the relevance of the internalization approach, the development stages paradigm, network analysis and a strategic choice framework to internationalization by business services, empirical findings are presented from the three regions on trajectories of foreign market development, modal shifts, the incidence of proactive market strategies and the characteristics of major clients. A behavioural framework is proposed for decision making by business service firms developing foreign markets, identifying the elements of a strategic context explanation. ©1998 Regional Studies Association.
|Number of pages||18|
|Publication status||Published - 1998|
- British regions and the Netherlands
- Business services
- Foreign market development
- Strategic context