Quotation Brindlmayer, Karl, Fisch, Jan Hendrik, Gudergan, Siggi. 2016. Local expert information sourcing at international market entry. 8. Wissenschaftsforum Mobilität , Universität Duisburg-Essen, 23.06.16




Firms build up subsidiaries abroad to serve customers with a comprehensive business model. However, in the moment of market entry, foreign investors lack information to make entrepreneurial decisions on location. This study investigates the use of local experts as business consultants to close the gap of information at market entry. Information economics suggest that collaborating with local partners or imitating local competitors can substitute the information sourcing from local experts and that the investor’s international experience facilitates this process. Deploying expatriate managers or acquiring local firms, by contrast, can only complement the information sourcing from local experts unless the investor possesses international experience. Multilevel regressions on a sample of 1175 country entries by German investors support the hypotheses with the exception of collaboration with local partners. International joint ventures seem to generate need for local counseling rather than reducing it.


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Publication's profile

Status of publication Published
Affiliation WU
Type of publication Unpublished lecture
Language English
Title Local expert information sourcing at international market entry
Event 8. Wissenschaftsforum Mobilität
Location Universität Duisburg-Essen
Event country Germany
Date June 23, 2016


Brindlmayer, Karl (Former researcher)
Fisch, Jan Hendrik (Details)
Gudergan, Siggi (University of Newcastle, Australia)
Institute for International Business (Fisch) (Details)
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