Quotation Markman, Gideon D., Gianiodis, Peter, Payne, G. Tyge, Tucci, Christopher, Filatotchev, Igor, Kotha, Reddi, Gedajlovic, Eric. 2019. Introduction: The Who, Where, What, How and When of Market Entry. Journal of Management Studies (JMS). 56 (7), 1241-1259.




This introductory, along with the eight articles contained within this Special Issue, highlights and brings greater clarity to entrant‐incumbent interactions and to firm movement – when entrants traverse market territories for the creation and/or delivery of offerings, where ‘markets’ include service or product categories, technology or resource spaces, industries, sectors and/or geographies. Collectively, this Special Issues explains that firm movement across market boundaries is highly consequential, influencing resource‐capability mixes inside firms, interfirm relations, market logic and industry value chains, and of course, people, communities and even nations. Specifically, we develop a field‐wide perspective of market entry by expanding on the framework of market entry that Zachary and his colleagues developed (Zachary et al., 2015) – i.e., the who (players such as incumbents, entrants, suppliers, etc.), when (the timing and sequence of entry), how (the strategy, resources, capabilities, etc.), where (the space of entry) and what (product, service, business model, etc.) – to include two additional categories: complements (networks, platforms, ecosystems) and non‐market elements (government, political, social and cultural arrangements). We also summarize the eight highly diverse and insightful articles that make this Special Issue, and conclude with a discussion to highlight foundational questions that point to new directions in future research in this field. In sum, we hope to inspire scholars to go beyond counting outcomes (e.g., entry/exit rates, or profiling successful versus unsuccessful entrants), to consider contexts, processes and contingencies (e.g., cost, time, collaboration, competition, interfirm relations, etc.) and to discover boundary conditions that inform a theory of market entry.


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Publication's profile

Status of publication Published
Affiliation WU
Type of publication Journal article
Journal Journal of Management Studies (JMS)
Citation Index SSCI
WU Journalrating 2009 A
WU-Journal-Rating new FIN-A, INF-A, MAN-A+, STRAT-A, WH-A
Language English
Title Introduction: The Who, Where, What, How and When of Market Entry
Volume 56
Number 7
Year 2019
Page from 1241
Page to 1259
Reviewed? Y
DOI http://dx.doi.org/10.1111/joms.12448
Open Access N


Filatotchev, Igor (Details)
Gedajlovic, Eric (Simon Fraser University, United States/USA)
Gianiodis, Peter (Duquesne University, United States/USA)
Kotha, Reddi (Singapore Management University, Singapore)
Markman, Gideon D. (Colorado State University, United States/USA)
Payne, G. Tyge (Texas Tech University, United States/USA)
Tucci, Christopher (Imperial College Business School, United Kingdom)
Competence Center for Emerging Markets and CEE WE (Details)
Institute for International Business (Dikova) (Details)
Institute for International Business IN (Details)
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