Title: How European Tier-one automotive suppliers evaluate and select efficient market entry modes to India

Authors: Raphael Andrea Schlup; Michael Neubert

Addresses: ISM International School of Management, 17, Boulevard Raspail, 75007 Paris, France ' ISM International School of Management, 17, Boulevard Raspail, 75007 Paris, France

Abstract: This article analyses the research problem of how European Tier-one automotive suppliers (ETOAS) evaluate and select efficient market entry modes (MEMs) to develop emerging growth markets using the country market India as an example. It is based on the conceptual framework of the Uppsala internationalisation process model (UIPM) and the notion that international market development is an integrated part of strategic management to facilitate sustainable and profitable growth. The research questions will be answered using a multiple case study (MCS) research structure with qualitative, in-depth, face-to-face, semi-structured interviews of 18 subject matter experts (SME) and additional sources of evidence. The research results show that European suppliers of the automotive industry, which use a structured market entry process (MEP), will enter the Indian market faster, with less risk, and more profitability. This proposed market entry process consists of four steps and seven different integration levels.

Keywords: Uppsala internationalisation process model; UIPM; India; wholly owned subsidiaries; automobile industry; tier-one suppliers; market entry modes; MEMs; joint ventures; internationalisation process; Europe; automotive suppliers; emerging markets; structured market entry.

DOI: 10.1504/IJTCS.2016.080931

International Journal of Teaching and Case Studies, 2016 Vol.7 No.3/4, pp.308 - 326

Received: 29 Jun 2016
Accepted: 25 Jul 2016

Published online: 12 Dec 2016 *

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