Journal of International Business Studies

, Volume 31, Issue 3, pp 443–469 | Cite as

Social Ties and Foreign Market Entry

  • Paul Ellis


The social dynamics which precede international exchange are considered in light of data collected on 133 foreign market entries from a sample of highly-internationalized manufacturing firms. Consistent with research done in the social network field, the findings support the hypothesis that knowledge of foreign market opportunities is commonly acquired via existing inter-personal links rather than collected systematically via market research. This study thus contributes towards an understanding of those antecedent conditions that lead to the formation of export exchange relationships.


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Copyright information

© Academy of International Business 2000

Authors and Affiliations

  • Paul Ellis
    • 1
  1. 1.Hong Kong Polytechnic University

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