Customer value based entry decision in International markets the concept of International Added Customer Equity

Market entry decisions are some of a firm's most important long-term strategic choices. Still, the international marketing literature has not yet fully incorporated the idea of relationship marketing in general, and the customer value concept in particular, as a basis for market entry decisions. This article presents some conceptual ideas about a customer value based market selection model. The metric International Added Customer Equity (IACE), a straightforward decision criterion derived from the customer equity concept is presented as an additional decision criterion for export market selection and ultimately market entry.

Finding natural groups in data:an application to strategic group research

The best way of finding “natural groups” in management research remains subject to debate and within the literature there is no accepted consensus. The principle motivation behind this study is to explore the effect of choices of method upon strategic group research, an area that has suffered enduring criticism, as we believe that these method choices are still not fully exploited. Our study is novel in the use of a variety of more robust clustering and validation techniques, rarely used in management research, some borrowed from the natural sciences, which may provide a useful and more robust base for this type of research. Our results confirm that methods do exist to address the concerns over strategic group research and adoption of our chosen methods will improve the quality of management research.