When negotiation parties belong to different cultures, training can either increase or decrease negotiation differences in order to decrease or increase, respectively, the likelihood of achieving successful sales encounters and long‐term relationships. This study analyses sales training...

The relationship between export marketing strategies and export performance is examined in Korea under the strategy‐environmental co‐alignment theoretical perspective put forth previously. A sample of managing directors of electronics exporters in Korea is used to test the hypotheses....

Purpose – The purpose of this study is to propose an alternative basis for calculating cultural distance scores using Schwartz's cultural values. Design/methodology/approach – Cultural distance scores were calculated for 23 countries, based on the two most common measures of cultural...

Purpose – In recent years, “trade up” argument has gained momentum. It argues that international integration can benefit developing countries' environments by fostering the adoption of voluntary environmental standards, such as International Organization for Standardization (ISO) 14001...

Purpose – The purpose of this paper is to offer an introduction and background as well as a narrative to the development of an economic, social, technological and cultural phenomenon that has been sweeping across national frontiers since first being identified by Theodore Levitt in 1983....

Purpose – The purpose of this paper is to propose a new model for export market opportunity analysis by combining the marketing‐based overall market opportunity index (OMOI) with the economic‐based gravity model in order to more accurately assess export market potential, in total and for...

The issue of “piggybacking”, an old and early form of strategic partnering, is addressed. In particular, piggy‐backing is discussed as a strategy to serve foreign markets, especially where the market has high entry barriers. The main requirements for piggybacking are producing quality...

In conventional international business literature, the marketing and transport functions are either ignored or assumed to be governed by the same factors that determine production. An attempt is made to introduce the integration that is long overdue. The factors which determine the decisions of...

The contemporary relevance of the so‐called Uppsala Internationalisation Model is discussed. This is a framework advanced by a number of Swedish colleagues describing the typical process of “going international”. Johanson and Vahlne respond to the criticisms of the model they proposed in...