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EMAC 2019 Annual Conference

International Expansion Scope and Timing: A Modeling Approach

Published: May 28, 2019


Marina Kyriakou, University of Piraeus; MARKOS TSOGAS, University of Piraeus; Dimitrios Georgakellos, University of Piraeus


ExpansionStrategies; Diversification; Concentration


The aim of this study is to explore strategic alternatives of exporting firms when considering international market selection and expansion. For the first time these alternatives, are studied as a continuum of options, derived from the same conceptual domain. A sample of exporting companies is investigated and a complex multivariate model is proposed and tested. The results reveal that such a simultaneous examination of strategic options does take place and firms perceive them in one, unified conceptual domain, while confirming the strong relationship of the degree of company’s export involvement to company’s export success. To a satisfying extent, the adopted strategies are explained by idiosyncrasies of the product, the adopted approach to international markets and the acts of international players and competitors, whereas factors of the market environment and the internal characteristics of the exporting firm act as moderators to the aforementioned relationship.


The publication of this paper has been partly supported by the University of Piraeus Research Center