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Article
Publication date: 1 June 1995

Jean L. Johnson and Wiboon Arunthanes

Investigates how export market characteristics such as localgovernment regulation, infrastructure differences, export market lag,cultural differences, end‐user differences in…

4663

Abstract

Investigates how export market characteristics such as local government regulation, infrastructure differences, export market lag, cultural differences, end‐user differences in tastes and preferences, and competitive intensity affect ideal and actual product adaptation. Explores how these effects varied by consumer versus industrial products. A mail survey of medium‐sized export firms provided the data for hypothesis testing. The results suggested the major market factors driving adaptation were government regulation, infrastructure differences and market lag. Evaluates the effects of adaptation on several dimensions of firm performance. Sales growth was the only dimension significantly affected by adaptation.

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International Marketing Review, vol. 12 no. 3
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 August 1994

Wiboon Arunthanes, Patriya Tansuhaj and David J. Lemak

Offers a parsimonious conceptual framework to provide a more systematicassessment of cross‐cultural business gift practices. Uses the high andlow context classification of…

6131

Abstract

Offers a parsimonious conceptual framework to provide a more systematic assessment of cross‐cultural business gift practices. Uses the high and low context classification of cultures to compare gift giving and to provide factors explaining possible differences. Then offers research propositions to guide future research and to assist international business managers when making gift‐giving decisions. Also provides a manager′s checklist to guide cross‐cultural gift‐giving decisions.

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International Marketing Review, vol. 11 no. 4
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 April 2003

Clare D’Souza

This paper attempts to provide an understanding of gift‐giving for a more systematic assessment of relationship building to succeed in an Asian realm. This study proposes to…

3885

Abstract

This paper attempts to provide an understanding of gift‐giving for a more systematic assessment of relationship building to succeed in an Asian realm. This study proposes to examine the underlying linkage between the intensity of gift‐giving and constructing relationships. The goal is to provide both researchers and businesses an insight into how to successfully manage profitable relationships in a culture‐rich environment that is growing ever more demanding and complicated. Gift‐giving is seen as an act of reciprocity, and often misconstrued as bribery by Westerners, yet it appears to be an important constituent of the Asian culture and can be seen as a form of relationship investment, that if cultivated well, can uplift interactions between businesses.

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Asia Pacific Journal of Marketing and Logistics, vol. 15 no. 1/2
Type: Research Article
ISSN: 1355-5855

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