Abstract

The international entry mode strategies literature presents limited findings for the Middle East, particularly for Arab countries and the Gulf Cooperating Council Countries. Using a qualitative approach to understand the market entry strategies of multinational corporations, it is evident that the traditional entry modes are not the only form of entry strategy for MNCs in the Middle East. Semi-structured interviews were used to analyze data primary data collected from senior managers in Kingdom of Saudi Arabia and United Arab Emirates. Findings show that in addition to traditional entry modes, Multinational companies have developed an extra approach to entering Middle Eastern markets by forming joint ventures with individuals rather than with corporations. We label this entry mode as ‘sponsorship’ strategy. Implications for research and practice are offered.

摘要

国际进入模式战略文献对中东，特别是阿拉伯国家和海湾合作委员会国家的研究结果有限。用定性的方法来理解跨国公司的市场进入策略，很明显传统的进入模式并不是跨国公司在中东的唯一进入策略。半结构化访谈用于分析从沙特阿拉伯王国和阿拉伯联合酋长国的高级管理人员收集的数据原始数据。调查结果表明，除了传统的进入模式外，跨国公司还通过与个人而不是公司组建合资企业，开发了一种进入中东市场的额外方法。我们将这种进入模式标记为“赞助”策略。