TY - GEN
T1 - Uncovering Market Entry Decision Factors for the Sheet Metal and HVAC Industry
AU - Sullivan, Jera
AU - El Asmar, Mounir
AU - Sullivan, Kenneth
N1 - Publisher Copyright:
© ASCE.
PY - 2016
Y1 - 2016
N2 - 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.
AB - 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.
UR - http://www.scopus.com/inward/record.url?scp=84976407261&partnerID=8YFLogxK
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U2 - 10.1061/9780784479827.197
DO - 10.1061/9780784479827.197
M3 - Conference contribution
AN - SCOPUS:84976407261
T3 - Construction Research Congress 2016: Old and New Construction Technologies Converge in Historic San Juan - Proceedings of the 2016 Construction Research Congress, CRC 2016
SP - 1978
EP - 1987
BT - Construction Research Congress 2016
A2 - Perdomo-Rivera, Jose L.
A2 - Lopez del Puerto, Carla
A2 - Gonzalez-Quevedo, Antonio
A2 - Maldonado-Fortunet, Francisco
A2 - Molina-Bas, Omar I.
PB - American Society of Civil Engineers (ASCE)
T2 - Construction Research Congress 2016: Old and New Construction Technologies Converge in Historic San Juan, CRC 2016
Y2 - 31 May 2016 through 2 June 2016
ER -