A fuzzy attractiveness of market entry (FAME) model for market selection decisions

A fuzzy attractiveness of market entry (FAME) model for market selection decisions

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Article ID: iaor20132530
Volume: 64
Issue: 4
Start Page Number: 597
End Page Number: 610
Publication Date: Apr 2013
Journal: Journal of the Operational Research Society
Authors: , , ,
Keywords: spreadsheets, wine
Abstract:

A Fuzzy Attractiveness of Market Entry (FAME) model is developed to address the decision‐making problem of product introduction into alternative markets. FAME is a market entry selection model that is specifically designed to handle situations when information is limited and/or ambiguous, and a high level of uncertainty exists. As such, the FAME model is an easy to implement tool that supports a reasoning approach to market selection decisions. The model uses expert opinions regarding four factors: (1) fit of the firm's marketing mix in each market; (2) the fit of its key competitor's marketing mix in each market; (3) environmental conditions in each market; and (4) the strategic importance of each market to the firm. Application of the model algorithm is conducted for a small, Bulgarian winery's market selection decision. Ease of use is relevant for small to mid‐size companies since a spreadsheet is sufficient to complete the algorithmic calculations.

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