Nicolas Papadopoulos and Jean‐Emile Denis
This article assesses the state‐of‐the‐art on the subject of international market selection based on a comprehensive review and synthesis of the literature. It provides an…
Abstract
This article assesses the state‐of‐the‐art on the subject of international market selection based on a comprehensive review and synthesis of the literature. It provides an inventory, taxonomy and brief review of the normative quantitative models that have been proposed in the literature, and compares them to current business practices in selecting foreign markets. This comparison reveals a theory‐practice gap that is discussed in the context of the methodological and conceptual weaknesses of the models. Suggestions for future research are made.
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Factors influential in directing Turkish manufacturers to exporting are discussed. The research shows that the majority of these companies started exports due to unexpected orders…
Abstract
Factors influential in directing Turkish manufacturers to exporting are discussed. The research shows that the majority of these companies started exports due to unexpected orders and entered this field as a result of domestic economic factors. For most of these companies, the domestic market preserves its significance. Therefore, a different marketing strategy is not implemented for exports. However, as size and export volume increase, a change in attitudes is observed, supporting the findings of previous empirical studies that involvement in export marketing is a sequential and gradual process.
The purpose of this paper is to discuss the role of Brazilian consumers’ personal behavioral values, lifestyle, and mindsets in relation to purchase decisions.
Abstract
Purpose
The purpose of this paper is to discuss the role of Brazilian consumers’ personal behavioral values, lifestyle, and mindsets in relation to purchase decisions.
Design/methodology/approach
The study employed empirical research through a survey of 1,508 consumers to establish a typology.
Findings
Drawing on typologies in the literature, the study found that some dimensions should be combined to create certain particular ideal types of Brazilian consumers. Specifically, the study identified four different types of Brazilian consumer, each of which has its own way of making purchase decisions. Although there are small differences from a lifestyle perspective, there are distinctions between the groups in terms of consumer preferences and personal behavioral values.
Research limitations/implications
Based on the results, the paper proposes a model to understand and classify consumer behavior in the Brazilian context based on the four traits.
Practical implications
The findings suggest a number of strategic measures for organization, brands, and marketing practitioners.
Originality/value
The research employs recognized frameworks to develop a new typology of ideal types of consumers specific to the Brazilian context, but using a methodology that can be applied more broadly.