Influential Factors of Foreign Market Entry Modes : A case of Swedish MNCs into the Chinese Market

Sammanfattning: Globalization has reduced the significance of geographical boundaries. Companies that successfully establish themselves in foreign markets experience many benefits. One of the key decisions in the process of foreign market entry is selecting market entry modes since selection of entry modes is a significant determiner in the success of company. Entry mode selection is influenced by external and internal factors. Therefore, company has to consider external and internal factors and choose the most appropriate entry mode which will maximize its chance to succeed in the chosen foreign market. The purpose of this thesis is to identify the factors that influence entry mode decisions of Swedish MNCs when entering the Chinese market. A research question regarding influencing factors in entry mode decisions is formulated. Root’s theory and Hollensen’s work on entry modes are presented in theoretical framework which is followed by conceptual framework where the theory and literatures used are summarized to provide clearer picture to the readers. This research is a qualitative one and uses case study approach. Data regarding to entry modes and influencing factors is collected from three Swedish MNCs Electrolux, Sandvik and Ericsson through interviews. Our findings show that, in order to be able to control their products and business activities, the three Swedish MNCs investigated in this study used direct export and direct investment. However, joint venture is an alternative while the MNCs are spreading their business activities in China, as the Chinese government protects local businesses. Market size and the growth potential of the market inspired companies to enter China. Internal and external factors jointly influence the selection of entry mode into China. Among them, internal factors are less effective than external factors. Factors that influenced Swedish MNCs decisions in the selection of entry modes into China are mostly related to external factors: Chinese market factors; Chinese production factors and environmental factors are most influential ones.