Customer value based entry decision in international markets

H. Evanschitzky, F. van Wangenheim

Research output: Contribution to journalArticlepeer-review

1 Citation (Scopus)


Market entry decisions are some of a firm's most important long-term strategic choices. Still, the international marketing literature has not yet fully incorporated the idea of relationship marketing in general, and the customer value concept in particular, as a basis for market entry decisions. This article presents some conceptual ideas about a customer value based market selection model. The metric International Added Customer Equity(IACE), a straight forward decision criterion derived from the customer equity concept is presented as an additional decision criterion for export market selection and ultimately market entry.
Original languageEnglish
Pages (from-to)79-91
Number of pages12
JournalJournal of Relationship Marketing
Issue number1
Publication statusPublished - Apr 2006


  • customer equity management
  • international markets
  • market entry decision


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