In the international business-to-business (B2B) setting, a firm's salespeople often have more direct, prolonged, and intimate contact with the customer and market environments than any other employees of the firm. In fact, for customers in many B2B markets, the salesperson is the face of the...

Drawing on the organizational learning literature, we seek to enhance our understanding of joint ventures by developing a theory to explain the influence of technology on shareholder value creation. We also explain the moderating effects of national culture and task relatedness. Using an...

Significant research has focused on the market orientation concept and its antecedents in recent years. Nevertheless, the market orientation research provides little information concerning the effects of national cultural values on the market orientation of companies. The conceptual framework...

This article attempts to identify key research streams in international marketing during the past decade and highlights the evolution of the literature. Progress in six established research thrusts and two new research streams is discussed. Using content analysis, the existing research is also...

Global account management (GAM), a collaborative process between a multinational customer and a multinational supplier by which the worldwide buying-selling activities are centrally coordinated between the two organizations, has become a critical task for many multinational corporations. A...

Firms may exit international markets because of various factors, such as changes in the market's environment, dissatisfaction, lack of achievement of objectives, or extreme competition. Exiting a foreign market permanently, however, may not always be the best decision. In some cases reentering...

A large number of international collaborative ventures was established for the purpose of constructing the Chek Lap Kok Airport in Hong Kong--one of the mega construction projects of the last decade. This study reports on the findings of an in-depth survey of international contractors involved...

Trade liberalization policies have created a vibrant economy in Mexico by successfully increasing the flow of trade and foreign direct investments. This study investigates whether involvement in Mexico is considered attractive as a market in and of itself, or whether it is also attractive...