Patterns of Entry: Pathways to New Markets

by Gary Willard, Arun Savara



During the past 40 years, non-domestic manufacturers have made significant inroads into domestic markets once deemed secure by U.S. manufacturers. This article reports on an investigation conducted in five industries to determine whether this loss of competitive vitality to foreign competitors, particularly those from the Pacific Basin, has followed a pattern. In each case, "windows of opportunity" were provided by domestic suppliers, which contributed to the success of the non-domestic challengers.

California Management Review

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Published at Berkeley Haas for more than sixty years, California Management Review seeks to share knowledge that challenges convention and shows a better way of doing business.

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