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International Marketing
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International Marketing

Six Volume Set
Edited by:


January 2007 | 2 392 pages | SAGE Publications Ltd
Edited by a scholar at the forefront of the field, this collection of articles represents the state of the art in international marketing research, with particular emphasis on the conceptual framework and theory development in the field.

The last two decades have seen significant changes for international marketing, with global political and economic liberalization trends creating tremendous business opportunities and challenges.

Reviewing the core micro- and macro- topics to emerge during this key period, leading edge papers examine organizational and personal consumer behaviour, the implications for success of various entry modes, marketing strategy, global strategy and strategic alliances.

Volume One: looks at consumer behaviour, organizational buying issues, country of origin, global marketing research and methodological issues.

Volume Two: looks at internationalization of firms, specific modes of entry, exporting, licensing.

Volume Three: looks at franchising, joint ventures, exit strategies, internet in global marketplace, marketing strategies for emerging markets.

Volume Four: looks at competitive strategy, conceptual development, sources of competitive advantage and performance implications, regionalization of global strategy, strategic alliances, learning and trust, recipes for alliance success.

Volume Five: looks at global sourcing, global sourcing in a service context, market segmentation and positioning, global standardization vs. local responsiveness, marketing mix.

Volume Six: looks at global product strategy, product development, global new product diffusion, global branding, global advertising, global pricing, global distribution.

 
Volume One
 
Overview
 
SECTION ONE: ORGANIZATIONAL AND CONSUMER BEHAVIOR
 
PART ONE: CONSUMER BEHAVIOR
Chol Lee and Robert T Green
Cross-Cultural Examination of the Fishbein Behavioral Intent
Niraj Dawar and Philip Parker
Marketing Universals
Consumers Use of Brand Name, Price, Physical Appearance and Retailer Reputation as Signals of Product Quality  
Jan-Benedict E M Steenkamp and Steven M Burgess
Optimum Stimulation Level and Exploratory Consumer Behavior in an Emerging Consumer Market
Bruce D Keillor, G Thomas Hult and Destan Kandemir
A Study of the Service Encounter in Eight Countries
 
PART TWO: ORGANIZATIONAL BUYING ISSUES
Paul A Herbig and Hugh E Kramer
Do's and Don'ts of Cross-Cultural Negotiations
Arvind V Phatak and Mohammed M Habib
The Dynamics of International Business Negotiations
R Bruce Money, Mary C Gilly and John L Graham
Explorations of National Culture and Word-of-Mouth Referral Behavior in the Purchase of Industrial Services in the United States and Japan
 
PART THREE: COUNTRY OF ORIGIN
C Min Han
Country Image
Halo or Summary Construct?  
Paul Chao
The Moderating Effects of Country of Assembly, Country of Parts and Country of Design on Hybrid Product Evaluations
Gary S Insch and Stewart R Miller
Perception of Foreignness
Benefit or Liability?  
Lyn S Amine, Mike C H Chao and Mark J Arnold
Exploring the Practical Effects of Country of Origin, Animosity and Price-Quality Issues
Two Case Studies of Taiwan and Acer in China  
 
PART FOUR: GLOBAL MARKETING RESEARCH AND METHODOLOGICAL ISSUES
Susan P Douglas and C Samuel Craig
Issues in Collecting Primary Data
Masaaki 'Mike' Kotabe
Using Secondary Data in International Research
Opportunities and Risks  
Bruce Kogut and Harbir Singh
The Effect of National Culture on the Choice of Entry Mode
Oded Shenkar
Cultural Distance Revisited
Towards a More Rigorous Conceptualization and Measurement of Cultural Differences  
 
Volume Two
 
SECTION TWO: MARKET ENTRY AND EXIT DECISIONS
 
PART ONE:INTERNATIONALIZATION OF FIRMS
Warren J Bilkey
An Attempted Integration of the Literature on the Export Behavior of Firms
S Tamer Cavusgil and John R Nevin
Internal Determinants of Export Marketing Behavior
An Empirical Investigation  
Sea Jin Chang
International Expansion Strategy of Japanese Firms
Capability Building through Sequential Entry  
Shawna O'Grady and Henry W Lane
The Psychic Distance Paradox
 
PART TWO: SPECIFIC MODES OF ENTRY
Peter S Davis, Ashay B Desai and John D Francis
Mode of International Entry
An Isomorphism Perspective  
Yadong Luo
Determinants of Entry in an Emerging Economy
A Multilevel Approach  
M Krishna Erramilli, Sanjeev Agarwal and Chekitan S Dev
Choice between Non-Equity Entry Modes
An Organizational Capability Perspective  
Keith D Brouthers, Lance Eliot Brouthers and Steve Werner
Transaction Cost-Enhanced Entry Mode Choices and Firm Performance
B Elango and Rakesh B Sambharya
The Influence of Industry Structure on the Entry Mode Choice of Overseas Entrants in Manufacturing Industries
 
A: Exporting
Leonidas C Leonidou and Constantine S Katsikeas
The Export Development Process
An Integrative Review of Empirical Models  
Masaaki Kotabe and Michael R Czinkota
State Government Promotion of Manufacturing Exports
A Gap Analysis  
Leonidas C Leonidou, Constantine S Katsikea and Saeed Samiee
Marketing Strategy Determinants of Export Performance
A Meta-Analysis  
Lance E Brouthers and George Nakos
The Role of Systematic International Market Selection on Small Firms' Export Performance
 
B: Licensing
Kwaku Atuahene-Gima
Inward Technology Licensing as an Alternative to Internal R & D in New Product Development
A Conceptual Framework  
Masaaki Kotabe, Arvind Sahay and Preet S Aulakh
Emerging Roles of Technology Licensing in Development of Global Product Strategy
A Conceptual Framework and Research Propositions  
Shih-Fen S Chen
Extending Internalization Theory
A New Perspective on International Technology Transfer and Its Generalization  
 
Volume Three
 
SECTION TWO: MARKET ENTRY AND EXIT DECISIONS (continued)
 
PART TWO: SPECIFIC MODES OF ENTRY (continued)
 
C: Franchising
Yong Suhk Pak
The Effect of Strategic Motives on the Choice of Entry Modes
An Empirical Test of International Franchisers  
Anne Marie Doherty and Nicholas Alexander
Relationship Development in International Retail Franchising
Ilan Alon and Moshe Banai
Executive Insights
Franchising Opportunities and Threats in Russia  
 
D: Joint Ventures
Bruce Kogut
Joint Ventures
Theoretical and Empirical Perspectives  
Daniel Van Den Bulcke and Haiyan Zhang
The Development of Local Marketing Knowledge within Joint Ventures
An Analysis of the Performance of Belgian Multinationals in China  
Matthew J Robson, Leonidas C Leonidou and Constantine S Katsikeas
Factors Influencing International Joint Venture Performance
Theoretical Perspectives, Assessment and Future Directions  
 
PART THREE: EXIT STRATEGIES
Jose Mata and Pedro Portugal
Closure and Divestiture by Foreign Entrants
The Impact of Entry and Post-Entry Strategies  
Jean-Fran[ci]cois Hennart, Thomas Roehl and Ming Zeng
Do Exits Proxy a Liability of Foreignness? The Case of Japanese Exits from the US
Gabriel R G Benito
Divestment and International Business Strategy
Paul Jackson, Kamel Mellahi and Leigh Sparks
Shutting up Shop
Understanding the International Exit Process in Retailing  
 
Volume Four
 
SECTION FOUR: GLOBAL STRATEGY
 
PART ONE: COMPETITIVE STRATEGY
 
A: Conceptual Development
Michael E Porter
Competition in Global Industries
A Conceptual Framework  
Kenichi Ohmae
The Triad World View
George S Yip
Global Strategy... in a World of Nations?
C K Prahalad and Yves L Doz
Mapping the Characteristics of a Business
 
B: Sources of Competitive Advantage and Performance Implications
Kendall Roth, David M Schweiger and Allen J Morrison
Global Strategy Implementation at the Business Unit Level
Operational Capabilities and Administrative Mechanisms  
Johny K Johansson and George S Yip
Exploiting Globalization Potential
US and Japanese Strategies  
Alfredo J Mauri and Rakesh B Sambharya
The Performance Implications of a Global Integration Strategy in Global Industries
An Empirical Investigation Using Inter-Area Product Flows  
 
C: Regionalization of Global Strategy
Masaaki Kotabe
To Kill Two Birds with One Stone
Revisiting the Integration-Responsiveness Framework  
Alan M Rugman
Regional Strategy and the Demise of Globalization
B Elango
Geographic Scope of Operations by Multinational Companies
An Exploratory Study of Regional and Global Strategies  
 
PART TWO: STRATEGIC ALLIANCES
 
A: Learning and Trust
Gary Hamel
Competition for Competence and Inter-Partner Learning within International Strategic Alliances
Jean L Johnson et al
Setting the Stage for Trust and Strategic Integration in Japanese-US Co-Operative Alliances
Bernard L Simonin
An Empirical Investigation of the Process of Knowledge Transfer in International Strategic Alliances
 
B: Recipes for Alliance Success
Keith Brouthers, Lance Eliot Brouthers and Timothy J Wilkinson
Strategic Alliances
Choose Your Partners  
Akmal S Hyder and Lars Torsten Eriksson
Success Is Not Enough
The Spectacular Rise and Fall of a Strategic Alliance between Two Multinationals  
Masaaki Kotabe and K Scott Swan
The Role of Strategic Alliances in High Technology New Product Development
Yadong Luo
Evaluating the Performance of Strategic Alliances in China
Masaaki Kotabe et al
Strategic Alliances in Emerging Latin America
A View from Brazilian, Chilean and Mexican Companies  
 
Volume Five
 
SECTION THREE: GLOBAL STRATEGY (continued)
 
PART THREE: GLOBAL SOURCING
Janet Y Murray, Masaaki Kotabe and Albert R Wildt
Strategic and Financial Performance Implications of Global Sourcing Strategy
A Contingency Analysis  
G Tomas M Hult
Managing the International Strategic Sourcing Process as a Market-Driven Organizational Learning System
Masaaki Kotabe and Janet Y Murray
Global Sourcing Strategy and Sustainable Competitive Advantage
 
A: Global Sourcing in a Service Context
Janet Y Murray and Masaaki Kotabe
Sourcing Strategies of US Service Companies
A Modified Transaction-Cost Analysis  
Masaaki Kotabe and Janet Y Murray
Outsourcing Service Activities
Opportunities for Both Service Buying and Supplying Firms  
 
SECTION FOUR: DEVELOPING MARKETING STRATEGY
 
PART ONE: MARKET SEGMENTATION AND POSITIONING
Masaaki Kotabe and Kristiaan Helsen
Global Segmentation and Positioning
Ugur Yavas, Bronislaw J Verhage and Robert T Green
Global Consumer Segmentation versus Local Market Orientation
Empirical Findings  
Sudhir H Kale
Grouping Euroconsumers
A Culture-Based Clustering Approach  
Jan-Benedict E Steenkamp and Frenkel Ter Hofstede
International Market Segmentation
Issues and Perspectives  
 
PART TWO: MARKETING STANDARDIZATION VS ADAPTATION
Susan P Douglas and Yoran Wind
The Myth of Globalization
Saeed Samiee and Kenall Roth
The Influence of Global Marketing Standardization on Performance
Shaoming Zou and S Tamer Cavusgil
The GMS
A Broad Conceptualization of Global Marketing Strategy and Its Effect on Firm Performance  
Mohan Subramaniam and Keoy Hewett
Balancing Standardization and Adaptation for Product Performance in International Markets
Testing the Influence of Headquarters-Subsidiary Contact and Co-Operation  
 
PART THREE: MARKETING MIX
Susan P Douglas and Dong Kee Rhee
Examining Generic Competitive Strategy Types in US and European Markets
Masaaki Kotabe et al
The Perceived Veracity of PIMS Strategy Principles in Japan
An Empirical Inquiry  
Cheryl Nakata and K Sivakumar
Instituting the Marketing Concept in a Multinational Setting
The Role of National Culture  
 
Volume Six
 
SECTION FOUR: DEVELOPING MARKETING STRATEGY (continued)
 
PART FOUR: GLOBAL PRODUCT STRATEGY
 
A: New Product Development
Masaaki Kotabe
Corporate Product Policy and Innovative Behavior of European and Japanese Multinationals
An Empirical Investigation  
Roger J Calantone, Jeffrey B Schmidt and X Michael Song
Controllable Factors of New Product Success
A Cross-National Comparison  
K Scott Swan, Masaaki Kotabe and Brent B Allred
Exploring Robust Design Capabilities, Their Role in Creating Global Products and Their Relationship to Firm Performance
 
B: Global New Product Diffusion
Shlomo Kalish, Vijay Mahajan and Eitan Muller
Waterfall and Sprinkler New-Product Strategies in Competitive Global Markets
V Kumar, Jaishankar Ganesh and Raj Echambadi
Cross-National Diffusion Research
What Do We Know and How Certain Are We?  
Marian Beise and Thomas Cleff
Assessing the Lead Market Potential of Countries for Innovation Projects
 
C: Global Branding
David A Aaker and Erich Joachimsthaler
The Lure of Global Branding
Susan P Douglas, C Samuel Craig and Edwin J Nijssen
Integrating Branding Strategy across Markets
Building International Brand Architecture  
Russell Abratt and Patience Motlana
Managing Co-Branding Strategies
Global Brands into Local Markets  
 
PART FIVE: GLOBAL ADVERTISING
Dana L Alden, Jan-Benedict E M Steenkamp and Rajeev Batra
Brand Positioning through Advertising in Asia, North America and Europe
The Role of Global Consumer Culture  
Michael T Ewing, Albert Caruana and George M Zinkhan
On the Cross-National Generalizability and Equivalence of Advertising Response Scales Developed in the USA
David A Griffith, Aruna Chandra and John K Ryans Jr
Examining the Intricacies of Promotion Standardization
Factors Influencing Advertising Message and Packaging  
 
PART SIX: GLOBAL PRICING
Terry Clark, Masaaki Kotabe and Dan Rajaratnam
Exchange Rate Pass-Through and International Pricing Strategy
A Conceptual Framework and Research Propositions  
Marios Theodosiou and Constantine S Katsikeas
Factors Influencing the Degree of International Pricing Strategy Standardization of Multinational Corporations
Luis Filipe Lages and David B Montgomery
The Relationship between Export Assistance and Performance Improvement in Portuguese Export Ventures
An Empirical Test of the Mediating Role of Pricing Strategy Adaptation  
 
PART SEVEN: GLOBAL DISTRIBUTION
Preet S Aulakh, Masaaki Kotabe and Arvind Sahay
Trust and Performance in Cross-Border Marketing Partnerships
A Behavioral Approach  
David a Griffith, Aruna Chandra and Tim Fealey
Strategically Employing Natural Channels in an Emerging Market
Gregory M Rose and Aviv Shoham
Interorganizational Task and Emotional Conflict with International Channels of Distribution
 
SECTION FIVE: EMERGING ISSUES
 
PART ONE: INTERNET IN GLOBAL MARKETING
John A Quelch and Lisa R Klein
The Internet and International Marketing
Saeed Samiee
Exporting and the Internet
A Conceptual Perspective  
Nitish Singh, Hongxin Zhao and Xiaoriu Hu
Analyzing the Cultural Content of Websites
A Cross-National Comparison  
 
PART TWO: ETHICS IN THE GLOBAL MARKETPLACE
Alan J Dubinsky et al
A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions
Lyn S Amine
The Need for Moral Champions in Global Marketing
Patrick E Murphy
Character and Virtue Ethics in International Marketing
An Agenda for Managers, Researchers and Educators  
Charles C Cui et al
Measuring Consumers' Ethical Position in Austria, Britain, Brunei, Hong Kong and USA
 
PART THREE: MARKETING STRATEGIES FOR EMERGING MARKETS
Niraj Dawar and Tony Frost
Competing with Giants
Survival Strategies for Local Companies in Emerging Markets  
Preet S Aulakh, Masaaki Kotabe and Hildy Teegen
Export Strategies and Performance of Firms from Emerging Economies
Evidence from Brazil, Chile and Mexico  
Klaus E Meyer
Perspectives on Multinational Enterprises in Emerging Economies
Tarun Khanna, Krishna G Palepu and Jayant Sinha
Strategies That Fit Emerging Markets

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ISBN: 9781412928304
£945.00