Overview

This book considers problems which can be serious obstacles in international marketing but which are much less difficult in domestic marketing, such as cultural differences; the establishing and maintaining of relationships with customers’ and the special problems for firm strategy and organisation arising from the internationalisation process.

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Research in International Marketing

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Overview

This book considers problems which can be serious obstacles in international marketing but which are much less difficult in domestic marketing, such as cultural differences; the establishing and maintaining of relationships with customers’ and the special problems for firm strategy and organisation arising from the internationalisation process.

Read More Show Less

Product Details

Table of Contents

Introduction. Part 1: Organisational Buying Behaviour and Cultural Variables. 1. Transferring Organisational Buying Theory Across Cultural Boundaries D T Wilson and A Ghoneim. 2. Migration, Cultural Distance and International Market Expansion S Reid. 3. Developing Communication Strategies for Foreign Market Entry M F Bradley. 4. The Change to Industry Maturity: An Irish Firm’s Experience A O’Driscoll. 5. Buying Behaviour of Industrial Components: Inductive Approach for Descriptive Model Building K E Moller. Part 2: The Internationalisation Process – Theories and Evidence. 6. Export Behaviour: Directions for Future Research M J Thomas and L Araujo. 7. Internationalisation in the Information Technology Industry P W Turnbull and S Ellwood. 8. Tripartite Interactional – the Role of Sales Subsidiaries in International Marketing P W Turnbull. 9. Internationalisation Behaviour: Management Characteristics of Australian Manufacturing Firms by Level of International Development N J Barrett and I F Wilkinson. 10. International Marketing and Internationalisation Processes A Network Approach Jan Johanson and L Gunnar-Mattsson. Part 3: International Supplier-Customer Relationships. 11. The Components of the Complexity of International Supplier-Customer Relationships J M Arnaud, R Salle and J P Valla. 12. The Development Role of Purchasing in an Internationally Oriented Company B Axelsson and H Hakansson. 13. Industrial Product Class and Market Behaviour: A Study in the French Packaging Market S J Paliwoda and P Thomson. 14. Technical Exchange with Industrial Networks H Hakansson.

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