ABSTRACT

Marketing strategy is constantly adapting in the changing environment of International Business. This book draws together an eminent and international body of researchers to analyse recent changes in world markets and marketing practices. It analyses, codifies and challenges existing literature on the subject; it offers industry specific studies of international marketing practices and their relative successes; and it presents valuable research findings on the increasingly important markets of China and Japan.

The book is a three-fold contribution to the study and practice of International Marketing. Blending empirical studies with critical theory, the collection sheds much desired light on this important and often-neglected area.

part One|157 pages

Challenging the International Marketing Literature

chapter One|30 pages

Research Developments in International Marketing

A European perspective

chapter Two|30 pages

Success Factors of Export Marketing

A meta-analytic critique of the empirical studies

chapter Five|21 pages

Buyer–Seller Relationships

Alternative conceptualizations

part Two|89 pages

Marketing to China and Japan: Research Findings

chapter Nine|13 pages

Marketing to China

A framework

chapter Ten|28 pages

Conquering the Chinese Market

A study of Danish firms' experiences in the People's Republic of China

chapter Twelve|20 pages

Japanese Buyer–Seller Relationships

The use of the IMP interaction approach to elucidate the distinctively japanese features

part Three|117 pages

Empirical Studies of International Marketing that are Industry-Specific

chapter Fourteen|26 pages

Marketing and Purchasing of Industrial Goods

A study of the US commercial aircraft engine industry

chapter Seventeen|17 pages

Competitive Distribution Networks

The Finnish magazine paper industry in the UK