Basuki and I Gde Cahyadi (2010) Internationalization Decision in PT. Sunpack Indonesia: The Challenge of Selecting International Marketvand Market-Entry Modes. Majalah Ekonomi, 20 (3). pp. 368-391. ISSN 0854-3038

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Abstract

A new global economy now is emerging to confront business enterprises with extraordinary threats to their survival, coupled with unprecedented opportunities for growth and profits. In this new global economy, no market is forever safe from foreign competition. Even though companies stay at home country, sooner or later they learn from hard experience that there are no domestic markets, only global markets, and companies should plan strategically for growing and survive in a world of global competition through geographic expansion (internationalization). This study focuses on how a company has made internationalization decision. In order to gain a better understanding of the subject, research questions concerning the motives of internationalization, international market and market entry mode selections were formulated. Qualitative research approach using a single-case study was conducted, and the research site was PT. Sunpack Indonesia a packaging machine manufacturer located in Sidoarjo. The form of the case study use is explanatory research, builds on previous knowledge and theories in order to answer the research questions. Findings show that PT. Sunpack internationalization decision motivated by proactive and reactive motivations, and undertaking sequential steps of screening process in target market selection with direct export and contract manufacturing as the entry mode. Furthermore, a revision of theoretical proposition also presented

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