Preferred entry mode choices and transformation of indonesian contractors' strategy in international markets

Wahyudi P. Utama, Albert P.C. Chan, Hafiz Zahoor, Ran Gao, Zulherman

Research output: Journal article publicationJournal articleAcademic researchpeer-review

2 Citations (Scopus)


The selection of an appropriate entry strategy is an essential stage to expand business to overseas markets. Few studies have been undertaken to investigate this issue in the context of construction industry from the developing economies. This study aims to empirically investigate the entry strategy adopted by Indonesian contractors and observe the transformation of strategy to enter overseas construction markets (OCMs). Combination quantitative and qualitative research approaches was adopted to achieve the objectives. Data were obtained from survey of 103 Indonesian large contractors from 317 samples. Descriptive statistic and relative importance index (RII) were employed to analyse the data in which the results were then triangulated with interview findings. The results indicated those joint venture projects (JVP), branch office (BO) and representative office (RO) are the preferred entry mode choice adopted by Indonesian contractors. Four types of entry strategy transformation were identified. Each types of transformation showed that JVP or sole venture project (SVP) is directly used to pursue projects while BO or RO is set after operating for several projects. This study may provide a profound insight based on developing industries' experiences. For future research direction, the selection of entry mode by investigating the considerations influencing entry mode choice is encouraged.

Original languageEnglish
Pages (from-to)173-188
Number of pages16
JournalJournal of Construction in Developing Countries
Issue number2
Publication statusPublished - Dec 2019


  • Construction project
  • Entry mode
  • Indonesian contractor
  • International expansion
  • Market entry strategy

ASJC Scopus subject areas

  • Civil and Structural Engineering
  • Building and Construction


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