Uncovering Market Entry Decision Factors for the Sheet Metal and HVAC Industry

Research output: Chapter in Book/Report/Conference proceedingConference contribution

Abstract

Expanding geographically, adding trades, and competing for larger or new types of projects are examples of market entry approaches used by construction firms to grow their organizations. Growth provides the opportunity to develop and motivate personnel, expand the brand, and mitigate market risks. Unfortunately, market entry also may cause business hardship. Although the literature suggests having a standard decision process leads to better outcomes, a formal, written protocol for addressing domestic market entry decisions could not be found in the construction literature. This paper briefly outlines a method for creating an applied market entry decision framework, and then details one critical aspect of this process: prioritization of decision factors. Key decision factors are uncovered through a review of the literature and interviews with industry professionals, and then prioritized using modified Delphi workshops. The top two decision factors for both workshops were 'Market need' and 'experience and abilities of the champion.' The results contribute to the construction body of knowledge by providing the most important factors for sheet metal and HVAC contractors to consider when entering a new market.

Original languageEnglish (US)
Title of host publicationConstruction Research Congress 2016: Old and New Construction Technologies Converge in Historic San Juan - Proceedings of the 2016 Construction Research Congress, CRC 2016
PublisherAmerican Society of Civil Engineers (ASCE)
Pages1978-1987
Number of pages10
ISBN (Electronic)9780784479827
DOIs
StatePublished - 2016
EventConstruction Research Congress 2016: Old and New Construction Technologies Converge in Historic San Juan, CRC 2016 - San Juan, Puerto Rico
Duration: May 31 2016Jun 2 2016

Other

OtherConstruction Research Congress 2016: Old and New Construction Technologies Converge in Historic San Juan, CRC 2016
CountryPuerto Rico
CitySan Juan
Period5/31/166/2/16

ASJC Scopus subject areas

  • Civil and Structural Engineering
  • Building and Construction

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  • Cite this

    Sullivan, J., El Asmar, M., & Sullivan, K. (2016). Uncovering Market Entry Decision Factors for the Sheet Metal and HVAC Industry. In Construction Research Congress 2016: Old and New Construction Technologies Converge in Historic San Juan - Proceedings of the 2016 Construction Research Congress, CRC 2016 (pp. 1978-1987). American Society of Civil Engineers (ASCE). https://doi.org/10.1061/9780784479827.197