Provides results from a postal survey of machine tool importers in the UK, designed to research trends in importing and marketing in the industry in the light of environmental factors such as EC integration, the integration of machine tool systems and competitive pressures. The results indicate...

Explores explanations for the continuance of agents or distributors and sales subsidiaries as international market entry and development modes and channels of distribution in the machine tool industry in the UK, and for entry mode evolution. Data were collected by in‐depth interviews with...

From the authors′ research in database marketing (DBM) it seems that a number of factors contributing to successful DBM can be identified. This research, allied with a review of work in DBM, leads to the conclusion that four main factors can be identified in successful database marketing. The...

Based on the scanning modes of Scottish exporters of construction services, the authors conclude that significant deficiencies exist in information flows within firms. The need for mixed scanning is recommended, combining objective knowledge with experiential knowledge. Consortia may be a...