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“When You Wish Upon a Star”

Wholesale Internet Supply House (WISH), a medium-sized broker of new and used equipment serving Internet providers and cable operators, wants to expand overseas by entering a “Big Emerging Market” (BEM) that will be a star. It would like to grow its sales which have been stable, averaging a little over $100 million per year. Most of its twenty employees are in sales and service, and a few work in the local office handling the books and payroll. After building operations in a new country, the CEO hopes to expand into additional countries. WISH has narrowed its initial globalization choices to four possible partners, each in a different corner of the globe: Brazil Broadband, Indonesia Internet, South African SynTek, and Turk-Tri-Web (see Exhibit 1).