Foreign Market Entry and Internationalization: The Case of Datacom Software Research

Abstract

Datacom Software Research (DSR) competes in the international Geographic Information Systems market for land and hydrographic survey software. Since being founded in 1982, DSR has grown to 40 employees. As stated in the 1988 plan for DSR, the company's mission was to become a major supplier of quality product, service, and support to the international land surveying market, and to provide additional growth by product diversification into other international niche markets, not necessarily related to land surveying. Of primary interest to DSR was its relationship with the Sokkisha Co. Ltd., which marketed land surveying products worldwide. As of 1990, DSR served a number of product-markets. The internationalization process for DSR is described chronologically, beginning in 1982. Negotiations were begun in 1989 to increase the formality of DSR's alliance with Sokkisha and, in fact, form a joint venture.