ABSTRACT
Going global can be risky business if you don't divest yourself of your ethnocentric thinking. You have to take into consideration your new market's language, work schedules, tastes, lifestyle choices, and cultural associations, and this is the book to help you do that! Handbook of Cross-Cultural Marketing shows you how to sensitize your marketing approaches to the cultural norms and taboos of other societies, as well as the importance of demonstrating an interest in and appreciation of different cultures.Designed to assist both American and foreign companies, Handbook of Cross-Cultural Marketing shows you how to increase your chance at success in international markets. It identifies and explains ten important aspects of culture that are essential to cross-cultural marketing to help you understand how underlying cultural beliefs govern the way marketing functions in different societies. It also gives you specific steps for developing cultural adaptation strategies in international marketing. To further your understanding of global marketing and fundamental marketing concepts, this comprehensive book discusses:
- real life examples of company successes and failures abroad
- attitudes toward middlemen in underdeveloped countries
- the advantages of foreign trade shows
- locating and using representatives, agents, and/or distributors in foreign countries
- the reception of different American products in different countries
- potential cultural pitfalls of primary data collecting techniques
- the role of time in various cultures
- setting standards for product performance
TABLE OF CONTENTS
chapter |7 pages
Introduction
part |78 pages
Premarketing
chapter |20 pages
Culture Impacts of Markets: Pitfalls and Potentials
chapter |18 pages
Cross-Cultural Negotiations
chapter |18 pages
Cross-Cultural Dimensions of Marketing Research
part |130 pages
Marketing
chapter |19 pages
Cross-Cultural Aspects of Products
chapter |19 pages
Cross-Cultural Influences on Advertising
chapter |13 pages
Cross-Cultural Aspects of Trade Fairs
chapter |14 pages
Cross-Cultural Sales Promotional Techniques
chapter |24 pages
Cross-Cultural Issues in Sales and Sales Management
chapter |18 pages
A Cross-Cultural View of Channels of Distribution
chapter |18 pages
Pricing
part |87 pages
Postmarketing