MKTG 414 v7 and v8: International Marketing and Exporting Report a Broken Link

Lesson 2


Supplementary Readings
Hutt, M. D., Stafford, E. R., Walker, B. A., & Reingen, P. H. (2000). Case study: Defining the social network of a strategic alliance. Strategic alliances are assuming increasing prominence in the strategy of leading firms, large and small. Yet many alliances fail to meet expectations because little attention is given to nurturing the close working relationships and interpersonal connections that unite the partnering organizations.
Tuncalp, S. (1993). The automobile market in Saudi Arabia: Implications for export marketing planning. The car market in Saudi Arabia exhibited phenomenal growth during 1969-1982. Car sales decreased dramatically during 1983-1986. Even though not as strong as it was during the 1980s as yet, there is some indication that car demand in Saudi Arabia is picking up during 1987-1992. A number of unique social, economic, environmental, demographic, and religious factors make this market highly complex.

Lesson 5


Supplementary Readings
Glover, M. K. (1990). Do's and taboos: Cultural aspects of international business. Understanding and paying attention to cultural variables is one of the most significant aspects of being successful in international business. The need for clearly understood communication between members of different cultures is more important than ever.

Lesson 6


Supplementary Readings
Foreign Affairs and International Trade Canada (2011). Step-by-step guide to exporting. The Step-by-Step Guide to Exporting is intended to help you learn about the world marketplace and how your company can do business there. It concentrates on the overall principles of exporting and describes the processes that businesses commonly use to develop export strategies tailored to their needs.
Martin, A. T. Canadian law on corruption of foreign public officials. Until recently, the law in Canada on the corruption of public officials has been very similar to laws in most other countries in the world. It was primarily focused on the corruption of domestic public officials. Unlike the United States, Canadian law did not directly address the situation of a Canadian citizen or company paying bribes to a foreign government official to acquire or retain business in such foreign country. The Canadian law in this area has now changed dramatically.

Lesson 7


Required Readings
Arnold, D. J., & Quelch, J. A. (1998). New strategies in emerging markets. Emerging markets constitute the major growth opportunity in the evolving world economic order. Corporate executives need to rethink their marketing policies to reflect the distinctively different environments of emerging markets.

Lesson 8


Supplementary Readings
Loyka, J. J., & Powers, T. L. (2003). A model of factors that influence global product standardization. The need to maximize long-term profits is causing companies to globalize markets for their products, and evaluate the role that global product standardization plays in the achievement of strategic cost advantage.
Zou, S., Andrus, D. M., & Norvell, D. W. (1997). Standardization of international marketing strategy by firms from a developing country. This study examines the standardization of international marketing strategy by exporting firms from Colombia, a key developing country in South America, and identifies the underlying dimensions of and develops corresponding constructs for standardization of each of the four elements of the marketing program.

Lesson 9


Required Readings
Foreign Affairs and International Trade Canada (2011). Step-by-step guide to exporting. The Step-by-Step Guide to Exporting is intended to help you learn about the world marketplace and how your company can do business there. It concentrates on the overall principles of exporting and describes the processes that businesses commonly use to develop export strategies tailored to their needs.

Lesson 10


Supplementary Readings
Honeycutt, E. D., Jr., Ford, J. B., & Kurtzman, L. (1996). Potential problems and solutions when hiring and training a worldwide sales team. In today's global economy, increasing numbers of companies are entering the international marketplace. The quality of managerial actions in salesforce hiring and training greatly influences the overall success of the firm; mistakes are difficult to repair and can lead to business failure. This paper examines selection and training procedures in a global environment, discusses specific problem situations encountered in the field, and provides guidance to assist sales managers make more successful hiring and training decisions for their worldwide sales team.
Lewin, J. E., & Johnston, W. J. (1997). International salesforce management: a relationship perspective. As world trade has expanded to over two trillion dollars in the past 20 years, the international environment with all its complexities has become the arena in which many sales managers must labor. However, the combination of diverse languages, dissimilar cultural heritages and remote geographic locations can create strong barriers to managing effective buyer-seller relationships. Explores the uniqueness of international salesforce management.
Lin, C. A. (2001). Cultural values reflected in Chinese and American television advertising. This study examines cultural values as reflected in US and Chinese advertising appeals. In particular, the youth/modernity appeal that reflects the westernization, as well as the modernization, trend in China seems as prominently displayed in Chinese commercials as in US commercials.
Tian, R. G., & Emery, C. (2002). Cross-cultural issues in Internet marketing. This paper is an examination of borderless online markets where marketers are able to do the business without boundaries but cross-culturally. It discusses and analyzes several key cross-cultural issues in the Internet marketing imperative from an anthropological perspective.
Zhang, Y., & Gelb, B. D. (1996). Matching advertising appeals to culture: The influence of products' use conditions. An empirical study investigates the effects of different advertising appeals used in the US and China. Results indicate that although culturally congruent appeals were more effective in general, product use condition moderated the effectiveness of culturally incongruent advertising appeals.

Lesson 11


Supplementary Readings
Assmus, G., & Wiese, C. (1995). How to address the gray market threat using price coordination. Gray markets have recently become more threatening to multinational companies as a result of the increasing number of global products available and easily accessible price information about them. This article presents a framework for selecting the right approach to the gray market threat by coordinating price-setting decisions based on the subsidiary's local resources and the complexity of the product's market.

Lesson 12


Supplementary Readings
Reynolds, N., Simintiras, A., & Vlachou, E. (2003). International business negotiations: Present knowledge and direction for future research. Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. This study provides a thorough review of the publications on international business negotiations generated in the last decade, identifies trends, and assesses where the discipline currently is and where it might be going.

Lesson 13


Supplementary Readings
Taylor, S., & Napier, N. (1996). Working in Japan: Lessons from women expatriates. Many firms place expatriate women in positions abroad, but know little about how they fare in their new environments. These authors have found that expatriate women face special challenges, and they suggest ways to increase the effectiveness of foreign women in assignments in foreign countries.