Foreign Entry, Cultural Barriers and Learning

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/ FOREIGN ENTRY, CULTURAL BARRIERS, AND HARRY G. BARKEMA and JOHN H. J. BELL Deparfment of Economics, Tilburg University, Tilburg, The Netherlands T- JOHANNES M. PENNINGS The Wharton School, University of Pennsylvania, Philadelphia, Pennsylvania, U.S.A. This paper examines the longevity of foreign entries. Hypotheses are developed on the mode (start-ups vs. acquisitions) and ownership srructure (wholly owned vs. joint ventures) in relation to cultural distance. The hypotheses are tested within a framework of organizational learning, using data on 225 entries that 13 Dutch firms carried out from 1966 onwards. Results show that the presence of cultural barriers punctuates an organization’s learning. Cultural distance requiring the firm is a prominent factor in foreign entry whenever this involves another firm, to engage in ‘double layered acculturation.’ We also identib locational ‘paths of learning.’ The longevity of acquisitions i positively injluenced by prior entries of the firm in the same s country. Similarly, the longeviry of foreign entries, in which the firm has a majority stake, improves whenever the expanding firm engaged in prior entries in the same country and in other countries in the same cultural block. During the last decades firms have increasingly committed themselves to global markets. Globalization confers access to foreign markets, cheap labor, and other advantages. Yet, foreign entry does not come without costs. When firms diversify beyond their national borders, they have to adjust to a foreign national culture. Whenever firms draw other organizations into ‘the walk to the unknown’ (Johanson and Vahlne, 1977), for example through a joint venture (JV) or an outright acquisition, they have to contend with both a national and a corporate culture. However, over time, firms may learn from previous globalization efforts and reduce the

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