Doing business in developing countries: entry and negotiation strategies
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
London u.a.
Routledge
1990
|
| Ausgabe: | 1. publ. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Literaturverz. S. 130 - 132 |
| Beschreibung: | XV, 135 S. Ill., graph. Darst., Kt. |
| ISBN: | 0415043433 |
Internformat
MARC
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| 100 | 1 | |a Cavusgil, S. Tamer |d 1947- |e Verfasser |0 (DE-588)123819555 |4 aut | |
| 245 | 1 | 0 | |a Doing business in developing countries |b entry and negotiation strategies |c S. Tamer Cavusgil and Pervez N. Ghauri |
| 250 | |a 1. publ. | ||
| 264 | 1 | |a London u.a. |b Routledge |c 1990 | |
| 300 | |a XV, 135 S. |b Ill., graph. Darst., Kt. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Literaturverz. S. 130 - 132 | ||
| 650 | 4 | |a Commerce extérieur - Réglementation - Pays en voie de développement | |
| 650 | 4 | |a Entreprises multinationales - Pays en voie de développement | |
| 650 | 4 | |a Investissements étrangers - Pays en voie de développement | |
| 650 | 4 | |a Entwicklungsländer | |
| 650 | 4 | |a Multinationales Unternehmen | |
| 650 | 4 | |a Foreign trade regulation |z Developing countries | |
| 650 | 4 | |a International business enterprises |z Developing countries | |
| 650 | 4 | |a Investments, Foreign |z Developing countries | |
| 650 | 0 | 7 | |a Wirtschaft |0 (DE-588)4066399-1 |2 gnd |9 rswk-swf |
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| 650 | 0 | 7 | |a Direktinvestition |0 (DE-588)4070496-8 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Multinationales Unternehmen |0 (DE-588)4075092-9 |2 gnd |9 rswk-swf |
| 651 | 4 | |a Pays en voie de développement - Politique commerciale | |
| 651 | 4 | |a Developing countries |x Commercial policy | |
| 651 | 7 | |a Entwicklungsländer |0 (DE-588)4014954-7 |2 gnd |9 rswk-swf | |
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Datensatz im Suchindex
| _version_ | 1804119323684372480 |
|---|---|
| adam_text | Contents
Figures ix
Tables xi
Preface xiii
Acknowledgement xv
1 Introduction 1
The Third World concept 1
Why consider the Third World for doing business? 2
The risk factor in the Third World 4
Domestic versus international business 10
The challenge of going international 12
The importance of negotiations 17
Organization of this book 18
Jl^ Forms of participation in international business 20
^Factors influencing modes of participation 21
¦ .. Internationalization strategies 23
3 The promise of developing country markets 36
The significance of Third World markets in world trade 37
Some characteristics of Third World markets 40
Phases in the marketing process 44
Conclusion 56
4 A framework for international business negotiations 57
Background factors 58
Atmosphere 61
The negotiation process 63
vii
Contents
Outcome 66
1 5 Planning and managing negotiations 67
Factors to consider at each stage 68
How to prepare for international business negotiations 78
Who within the firm should negotiate? 84
What makes a good negotiator? 87
What is a good outcome? 89
6 The execution of international business agreements 90
Sales/purchase agreements 91
Agency/distribution agreements 95
Licensing agreements 99
Joint ventures 103
7 Management guidelines 111
Letter of intent 113
Governing law and arbitration 113
Government restrictions 114
Respect for the other party 115
The role of third parties 116
Non verbal communication in international business 117
Patience is a virtue 120
Sensitivity to cultural differences 123
The contextual background of languages 124
S Conclusion 127
References 130
Index 133
vwi
Figures
1.1 Map showing Third World countries 3
¦X.2 Population trends in developing and developed countries 4
1.3 The stock of foreign direct investment in developing 6
economies
14 Trade among the three worlds 7
1.5 The international marketing task 11
3.1 The process of marketing to developing countries 45
3.2 Strengthening buyer seller linkages 48
4.1 An overall framework for business negotiations 59
5.1 A strategic planning model for international 69
business negotiations
6.1 Comparison matrix for evaluating different entry 109
strategies
7.1 The contextual background of various countries 125
IX
i
Tables
1.1 Population growth, 1965 85 and projected to year 2000 5
1.2 Classification of developing countries, illustrating 8
economic and political risk
1.3 Illustration of company needs at various stages of export 14
involvement
1.4 Challenges of global marketing 16
_ll_Assessing the investment climate of a foreign target 31
country
3.1 Shares of production and exports of manufacturers by
country group, 1965, 1973 and 1985 38
3.2 Growth in production and exports of manufactures by
country group, 1965 73, 1973 85 and 1965 85 39
3.3 A market oriented classification of Third World 41
countries
3.4 The Third World s ability to meet debt service 42
requirements
3.5 Guidelines for marketing to Third World countries 55
xi
|
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| author | Cavusgil, S. Tamer 1947- Ghauri, Pervez N. |
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| discipline | Wirtschaftswissenschaften |
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| geographic_facet | Pays en voie de développement - Politique commerciale Developing countries Commercial policy Entwicklungsländer |
| id | DE-604.BV005172025 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T16:24:22Z |
| institution | BVB |
| isbn | 0415043433 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-003194512 |
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| physical | XV, 135 S. Ill., graph. Darst., Kt. |
| publishDate | 1990 |
| publishDateSearch | 1990 |
| publishDateSort | 1990 |
| publisher | Routledge |
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| spelling | Cavusgil, S. Tamer 1947- Verfasser (DE-588)123819555 aut Doing business in developing countries entry and negotiation strategies S. Tamer Cavusgil and Pervez N. Ghauri 1. publ. London u.a. Routledge 1990 XV, 135 S. Ill., graph. Darst., Kt. txt rdacontent n rdamedia nc rdacarrier Literaturverz. S. 130 - 132 Commerce extérieur - Réglementation - Pays en voie de développement Entreprises multinationales - Pays en voie de développement Investissements étrangers - Pays en voie de développement Entwicklungsländer Multinationales Unternehmen Foreign trade regulation Developing countries International business enterprises Developing countries Investments, Foreign Developing countries Wirtschaft (DE-588)4066399-1 gnd rswk-swf Markterschließung (DE-588)4114519-7 gnd rswk-swf Auslandsgeschäft (DE-588)4003763-0 gnd rswk-swf Direktinvestition (DE-588)4070496-8 gnd rswk-swf Multinationales Unternehmen (DE-588)4075092-9 gnd rswk-swf Pays en voie de développement - Politique commerciale Developing countries Commercial policy Entwicklungsländer (DE-588)4014954-7 gnd rswk-swf Entwicklungsländer (DE-588)4014954-7 g Wirtschaft (DE-588)4066399-1 s DE-604 Auslandsgeschäft (DE-588)4003763-0 s Direktinvestition (DE-588)4070496-8 s Multinationales Unternehmen (DE-588)4075092-9 s Markterschließung (DE-588)4114519-7 s Ghauri, Pervez N. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003194512&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Cavusgil, S. Tamer 1947- Ghauri, Pervez N. Doing business in developing countries entry and negotiation strategies Commerce extérieur - Réglementation - Pays en voie de développement Entreprises multinationales - Pays en voie de développement Investissements étrangers - Pays en voie de développement Entwicklungsländer Multinationales Unternehmen Foreign trade regulation Developing countries International business enterprises Developing countries Investments, Foreign Developing countries Wirtschaft (DE-588)4066399-1 gnd Markterschließung (DE-588)4114519-7 gnd Auslandsgeschäft (DE-588)4003763-0 gnd Direktinvestition (DE-588)4070496-8 gnd Multinationales Unternehmen (DE-588)4075092-9 gnd |
| subject_GND | (DE-588)4066399-1 (DE-588)4114519-7 (DE-588)4003763-0 (DE-588)4070496-8 (DE-588)4075092-9 (DE-588)4014954-7 |
| title | Doing business in developing countries entry and negotiation strategies |
| title_auth | Doing business in developing countries entry and negotiation strategies |
| title_exact_search | Doing business in developing countries entry and negotiation strategies |
| title_full | Doing business in developing countries entry and negotiation strategies S. Tamer Cavusgil and Pervez N. Ghauri |
| title_fullStr | Doing business in developing countries entry and negotiation strategies S. Tamer Cavusgil and Pervez N. Ghauri |
| title_full_unstemmed | Doing business in developing countries entry and negotiation strategies S. Tamer Cavusgil and Pervez N. Ghauri |
| title_short | Doing business in developing countries |
| title_sort | doing business in developing countries entry and negotiation strategies |
| title_sub | entry and negotiation strategies |
| topic | Commerce extérieur - Réglementation - Pays en voie de développement Entreprises multinationales - Pays en voie de développement Investissements étrangers - Pays en voie de développement Entwicklungsländer Multinationales Unternehmen Foreign trade regulation Developing countries International business enterprises Developing countries Investments, Foreign Developing countries Wirtschaft (DE-588)4066399-1 gnd Markterschließung (DE-588)4114519-7 gnd Auslandsgeschäft (DE-588)4003763-0 gnd Direktinvestition (DE-588)4070496-8 gnd Multinationales Unternehmen (DE-588)4075092-9 gnd |
| topic_facet | Commerce extérieur - Réglementation - Pays en voie de développement Entreprises multinationales - Pays en voie de développement Investissements étrangers - Pays en voie de développement Entwicklungsländer Multinationales Unternehmen Foreign trade regulation Developing countries International business enterprises Developing countries Investments, Foreign Developing countries Wirtschaft Markterschließung Auslandsgeschäft Direktinvestition Pays en voie de développement - Politique commerciale Developing countries Commercial policy |
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