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International Marketing Review

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Purpose – The choice of an international market entry mode involves two critical considerations, leveraging internal competencies and managing environmental uncertainties in host countries. The purpose of the paper is to explicate how these two considerations affect the propensity to collaborate in international markets. Design/methodology/approach – The paper builds on existing theories and develops hypotheses showing relations between competencies and uncertainty and collaboration in international markets. Findings – Conceptual relations show that the goals of leveraging competencies and managing environmental uncertainty in host countries have varying effects on the level of international collaboration. Originality/value – The effects are shown through the integration of different theories and empirical findings. Furthermore, the significance of collaboration in international market entry decisions is established. Directions for future research are also provided.


Accepted version. International Marketing Review, Vol. 23, No. 1 (2006): 98-115. DOI. © Emerald 2006. Used with permission.

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