Title: A comparison of market entry strategies adopted by Information and Communication Technology (ICT) firms from major and emerging software exporting nations

Authors: Stephen Kelly, Jennifer Harrison

Addresses: School of Commerce and Management, Southern Cross University, Tweed Gold Coast Campus, P.O. Box 42, Tweed Heads, NSW 2485, Australia. ' School of Commerce and Management, Southern Cross University, Tweed Gold Coast Campus, P.O. Box 42, Tweed Heads, NSW 2485, Australia

Abstract: This study examines the market entry practices of Australian and Pakistani Information and Communication Technology (ICT) firms and the proposition that Local Software Economy (LSE) maturity affects the selection of market entry practices. The question is significant as it is focused on an indirect effect – namely LSE maturity – on the adoption of market entry practices, with indirect effects being identified in recent literature as being significant and an area in need of further research. The findings provide support for the proposition, indicating that Australian and Pakistani firms, representative of firms operating in high and low maturity LSEs, respectively, adopt a range of different practices relating to international engagement, geographic focus, market entry strategies and international market offering.

Keywords: local software economy; clusters; ICT firms; information technology; communications technology; entry mode selection; internationalisation; market entry; indirect effects; software exports; Australia; Pakistan.

DOI: 10.1504/IJTGM.2009.028995

International Journal of Trade and Global Markets, 2009 Vol.2 No.3/4, pp.303 - 316

Available online: 20 Oct 2009 *

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