Abstract
Previous research on the impact of distance on the choice between full versus shared control international market entry has produced inconsistent results. The authors suggest that the characteristics of the decision-maker may be an important boundary condition, which helps explain this inconsistency. Specifically, the authors examine how differences in decision-maker self-construal influence the effects of distance on entry mode decisions. To investigate the phenomenon, the authors use multiple methods to conduct three separate studies, including two experiments and a meta-analysis. The results offer consistent evidence that the distance–entry mode relationship is stronger for managers with an independent self-construal than for managers with an interdependent self-construal.
Published Version
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