Marketing to firms in developing asian countries

Wortzel, Lawrence H.

doi:10.1016/0019-8501(83)90020-2

Cited by 5 publications

(3 citation statements)

References 11 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Most of these studies are very specific and normative in tone. Examples of these include: Herbig and Palumbo (1993) who examined aftermarket distribution in Japan; Tsurumi (1982) who examined business marketing systems in Japan; Oikawa and Tanner (1992) who examined the impact of Japanese culture on business relationships with them; Wortzel (1983) who examined marketing to developing Asian countries; Hill (1980) who discussed doing business in Eastern Europe, Domenski and Guzeh (1992) who examined organizational buying in Poland; and Mafi and Carr (1990) who provided some guidelines for doing business in Iran. Other research (Chang and Ding 1995;Davies, Leung, Luk, and Wong 1995) has examined the impact of culture on organizational buying behavior of business relationships in China.…”

Section: International Business Marketingmentioning

confidence: 99%

Business Marketing Comes of Age: A Comprehensive Review of the Literature

Reid¹,

Plank²

2000

Journal of Business-to-Business Marketing

120

View full text Add to dashboard Cite

Since 1978 business marketing has seen a great deal of research activity. It is reasonable to ask whether this has led to advances in theory development and a general increase in our level of knowledge of business marketing. This article reviews the business marketing literature from 1978-1997 from twenty-three journals, five sets of proceedings, and selected books of articles in an attempt to answer that question. Over two thousand articles were examined to assess the current state of the field and suggest directions for future development. As the sheer number of articles since 1978 would suggest, the field of business marketing has attracted a considerable amount of attention. Close examination of the past twenty years of research, however, clearly indicates that certain areas have received a disproportionate share of the research effort. Organizational buyer behavior, strategy and planning, and sales management accounted for over forty percent of the articles published. Important areas such as computers and technology in business markets, marketing to the government, ethics in business markets, and pricing, in contrast, have received relatively little research attention. Regardless of the uneven coverage, the research in business marketing over the past twenty years has been conceptually and empirically strong. Changes in the way business is done has also resulted in a recent surge in theory development in the area of buyer-seller relationships within the context Source n % Year

show abstract

Section: International Business Marketingmentioning

confidence: 99%

Business Marketing Comes of Age: A Comprehensive Review of the Literature

Reid¹,

Plank²

2000

Journal of Business-to-Business Marketing

120

View full text Add to dashboard Cite

show abstract

“…Generally, however, the work has not been geographically specific or presumes developed market conditions. Similarly, studies have been completed on various dimensions of business operations in developing countries, including channels of distribution (e.g., Samiee, 1993), marketing strategies (e.g., Wortzel, 1983), and organizational structuring (e.g., Jorgensen et al, 1986). Yet entry strategies in general and first mover advantages in particular seem to have been ignored.…”

Section: Internationalmentioning

confidence: 99%

“…In some cases, each machine may be adapted to serve multiple functions. Overall, the emphasis in such cases is on low cost production of small levels of output rather than scale economies (Connolly, 1984;Wortzel, 1983). Therefore, first movers may find themselves in the favourable position of having advanced equipment to gain scale economies and manufacture sophisticated products.…”

mentioning

confidence: 99%

Emerging market conditions and their impact on first mover advantages

Nakata

Sivakumar

1997

International Marketing Review

View full text Add to dashboard Cite

Reports that, with sluggish growth in the developed markets of the world and increasing globalization, companies are turning to newly emerging markets for business expansion. Therefore, understanding entry strategies in emerging markets is likely to become an increasingly important issue for academic researchers and marketing practitioners. First movers are generally thought to garner fairly robust advantages over later entrants; however, the degree to which these advantages prevail in emerging markets is not known. Examines, by means of a literature review, the effects of emerging market conditions on first mover advantages. Advances several research propositions, based on the findings, presents a conceptual model, and identifies directions for further research.

show abstract

The Marketing Mix

Schütte¹,

Ciarlante²

1998

Consumer Behaviour in Asia

View full text Add to dashboard Cite

Marketing to firms in developing asian countries

Cited by 5 publications

References 11 publications

Business Marketing Comes of Age: A Comprehensive Review of the Literature

Business Marketing Comes of Age: A Comprehensive Review of the Literature

Emerging market conditions and their impact on first mover advantages

The Marketing Mix

Contact Info

Product

Resources

About