ABSTRACT
In many cases, however, initiatives from Western firm s are en cumbered by a lack of information on technical innovations, focal points of development, capacities, etc., of the Eastern European enterp rises.2 Important information and documentation does, to be sure, often exist, but it is difficult to get at (e.g., in specialized periodicals and staff journals). Language also constitutes a bar rier . Market research results occasionally offered by Eastern Euro pean institutes are in most cases of doubtful value, and in the West only a few enterprises are capable of conducting really useful m ar ket research in the East. Local surveys are difficult or often im possible or risky. International corporations that have their own in ternal information-gathering system , and firm s with many years of experience with Eastern contacts during which they have been
able to build up their own information network, som etim es find them selves enjoying important advantages over other com petitors.
