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Determinants of international retail operation mode choice: Towards a conceptual framework based on evidence from French specialised retail chains

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More and more retailers have expanded internationally. Because of its impact on the success of a retailer's international operations, a critical aspect of an internationalisation strategy consists of choosing the appropriate entry and expansion modes. The phenomenon remains misunderstood as little research in international retailing has focused on this question and findings from international management literature find limited application to services. This paper draws upon a literature review and six case-studies from French specialised retailers to provide an exploratory framework for examining key determinants of operation mode choice. It is found that retailers consider four underlying dimensions of operation modes. These dimensions are affected by situational, individual and marketing factors whose explanatory impacts are moderated by the motives for internationalisation and relationship networks.

Keywords: French specialised retail chains; Retail internationalisation; networks of stores; operation modes

Document Type: Research Article


Affiliations: Centre of Research in Economics and Management, Université de Rennes 1, Rennes, France

Publication date: May 1, 2006

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