January 2019
Intermediate to advanced
576 pages
33h 19m
English
The initial decision in internationalization is to choose the most appropriate target market because the market determines the characteristics needed in a business partner. If the firm plans to enter an emerging market, for example, it may need a partner with political clout or connections. In this way, country targeting and partner selection are interdependent choices.
Exhibit 14.7 outlines the process for identifying and working with a suitable business partner.44 It reveals that managers need to draw on their cross-cultural competence, legal expertise, and financial planning skills.
A Systematic Process for International Business Partnering
When managers first ...