Entry Mode (A): Make a Little, Sell a Little

by: Robert E. Kennedy

Publication Date: May 18, 2009
Length: 4 pages
Product ID#: 1-428-802

Core Disciplines: International Business, Strategy & Management

Partner Collection:

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Teaching Note

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The Minnesota Mining and Manufacturing Company (3M) makes more than 40,000 products, ranging from sandpaper to optical films. But how does 3M introduce products to new markets? This mini-case examines 3M’s entry mode strategy of using direct and indirect exporting to internationalize.

Teaching Objectives

After reading and discussing the material, students should:

  • Define 3M's FIDO principle for expanding internationally.
  • Explain 3M's global strategic plans for the export and overseas production of its products.