Motives for retailer internationalization: Their impact, structure and implications

This paper aims to draw together the largely non‐empirical and fragmented literature on motives for retailer internationalization (RI), introduce new empirical data based upon a survey of UK‐based international retailers, and examine the underlying structure of RI motives. Four factors were identified and those relating to the perceived international appeal and innovativeness of the retail offering and growth orientated and proactive motives were found to be the most important. Analysis revealed a more complex structure than previous dichotomous motive groupings and similarities with those found in export marketing studies. This, and the subsequent implications, are useful to both academics and retail practitioners.