Figure 125 Jul 2026From “When a proven playbook meets a new market.”

Canadian retailers operating in the United States, by outcome

The shortest hop in international expansion, and most of it did not work.

Figure 1Canadian retailers operating in the United States, by outcome

Source: O'Grady & Lane (1996), Journal of International Business Studies 27(2), as reported in the paper's abstract. Retail sector, Canada to the United States. Counts, not rates: this is one sample in one industry and one market pair.

PNG4:3, 1600 × 1200, with the title, the source line and the attribution set in the image isoglu-2026-proven-playbook-new-market-fig01.png

Source and evidence

Each line names a claim related to this exhibit, its source, and how it was checked.

B OL96-C2 The retail evidence, verbatim: "Evidence from thirty-two Canadian retail com""panies shows that only seven (22%) were functioning successfully in the United States"ogrady-lane-1996-psychic-distance-paradox

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

From the essay

Go-to-market strategy

When a proven playbook meets a new market.

The motion that worked at home crosses the border intact. The market position it was quietly standing on does not, and that is the whole problem.

25 Jul 2026

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APA 7

Isoglu, S. (2026). Canadian retailers operating in the United States, by outcome [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-proven-playbook-new-market-fig01/

BibTeX

@misc{isoglu-2026-proven-playbook-new-market-fig01,
  author = {Isoglu, Sinan},
  title = {{Canadian retailers operating in the United States, by outcome}},
  year = {2026},
  howpublished = {Figure 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-proven-playbook-new-market-fig01/},
  note = {From the essay {When a proven playbook meets a new market.}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-proven-playbook-new-market-fig01/">
    <img src="https://isoglu.com/social/isoglu-2026-proven-playbook-new-market-fig01.png" alt="Figure 1: Canadian retailers operating in the United States, by outcome" width="3200" height="2400">
  </a>
  <figcaption>Figure 1: Canadian retailers operating in the United States, by outcome. Source: O&#39;Grady &amp; Lane (1996), Journal of International Business Studies 27(2), as reported in the paper&#39;s abstract. Retail sector, Canada to the United States. Counts, not rates: this is one sample in one industry and one market pair. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-proven-playbook-new-market-fig01/">View exhibit</a>.</figcaption>
</figure>