Internationalization, relationships and networks:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Stockholm
Almqvist & Wiksell
1994
|
| Schriftenreihe: | Uppsala Universitet: Acta Universitatis Upsaliensis / Studia oeconomiae negotiorum
36 |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | 260 S. graph. Darst. |
| ISBN: | 915543259X |
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| 650 | 4 | |a Multinationales Unternehmen | |
| 650 | 4 | |a Export marketing | |
| 650 | 4 | |a Industrial marketing | |
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Datensatz im Suchindex
| _version_ | 1804123976466694144 |
|---|---|
| adam_text | Table of Contents
List of Figures 13
Listof Tables 14
Preface 15
I. Introduction
CHAPTER 1: Prologue 19
CHAPTER 2: Manufacturer User—A Stable Relationship 23
2.1 Introduction 23
2.2. Buying Situation of the Industrial Users 24
2.3. One shot Purchases 24
2.4. Serial Purchases 26
2.5. Stable Relations and Export Representatives 28
II. Internationalization
CHAPTER 3: The Internationalization of the Firm— Four Swedish Cases.. 33
3.1. Introduction 33
3.2. The Internationalization Process—Previous Research 34
3.3. The Internationalization Process—Four Cases 36
3.3.1. Sandvik AB 37
3.3.2. Atlas Copco 40
3.3.3. Facit 42
3.3.4. Volvo 44
3.4. The Internationalization Course—Some Concluding Remarks 46
CHAPTER 4: The Internationalization Process of the Firm 50
4.1. Introduction 50
4.2. Empirical Background 51
4.3. Specification of the Problem 53
4.4. The Internationalization Model 54
4.4.1. State Aspects 55
4.4.1.1. Market Commitment 55
4.4.1.2. Market Knowledge 56
4.4.2. Change Aspects 57
4.4.2.1. Current Business Activities 57
4.4.2.2. Commitment Decisions 58
4.5. Concluding Remarks 61
4.5.1. Empirical Verification 61
4.5.2. Possible Applications 61
CHAPTER 5: Who Controls International Business Activities? 63
5.1. Introduction 63
5.2. A Model of Business Firm Control 64
5.3. External Control 68
5.4. Internal Control 69
5.5. Dimensions of Control: A Summary 71
CHAPTER 6: Managing in International Multi centre Firms 73
6.1. Towards New Structures in International Firms 73
6.2. Overseas Centres in Swedish International Companies 74
6.3. A Political View of the International Firm in a Network Setting .... 76
6.4. Tensions between the Corporate Group Role and the Network Role . 78
6.5. Managing in Multi Centre Firms 81
CHAPTER 7: The Mechanism of Internationalisation 83
7.1. Introduction 83
7.2. The Uppsala Internationalisation Model 83
7.3. Critical Views 86
7.4. The Eclectic Paradigm 88
7.5. The Eclectic Paradigm and the Internationalisation Model Contrasted 89
7.6. Industrial Networks 90
7.7. The Advantage Package and the Advantage Cycle 93
7.8. Conclusion 94
m. Development of Relationships
CHAPTER 8: Influence Tactics in Buyer Seller Processes 99
8.1. Introduction 99
8.2. The Interaction Process from the Buying Firm s Point of View 100
8.2.1. Need Uncertainty 100
8.2.2. Market Uncertainty 101
8.2.3. Transaction Uncertainty 101
8.2.4. The Buying Firm s Behaviour in Response to the Three Uncer¬
tainty Dimensions 102
8.3. The Interaction Process from the Selling Finn s Point of View 102
8.4. Alternative Influence Tactics 104
8.5. Applications 106
8.6. Three Cases 107
8.6.1. Soderberg and Haak and Structural Alloy Steel 107
8.6.1.1. The Case 107
8.6.1.2. Classification of the Influence Tactics 108
8.6.2. ASEA Synchronous Motors 109
8.6.2.1. The Case 109
8.6.2.2. Classification of Influence Tactics 110
8.6.3. ASEA Quintus Presses Ill
8.6.3.1. The Case Ill
8.6.3.2. Classification of the Influence Tactics 113
8.7. The Three Cases—Some Conclusions 113
CHAPTER 9: Production Technology and User Supplier Interaction 115
9.1. Introduction 115
9.2. Production Technologies 116
9.3. Character of User Supplier Interaction 118
9.3.1. Unit and Small batch Production 118
9.3.2. Large batch and Mass Production 119
9.3.3. Process Production 121
CHAPTER 10: How Do Companies Interact? 123
10.1. Introduction 123
10.1.1. A Starting Point 123
10.2. The Nature of Companies Interactions 124
10.2.1. Capability 127
10.2.2. Mutuality 129
10.2.3. Particularity 130
10.2.4. Inconsistency 131
10.3. The Inter relationship between the Dimensions—the Dynamic Char¬
acter of Interaction 133
10.4. Some Managerial Issues 134
CHAPTER 11: Interfirm Adaptation in Business Relationships 136
11.1. Introduction 136
11.2. Adaptation in Business Relationships 137
11.2.1. Adaptation 137
11.2.2. Social Exchange 138
11.2.3. Power Dependence 140
.11.3. Method 140
11.3.1. Measuring the Concepts 140
11.3.2. The Empirical Base 142
11.3.3. Analysis Procedure 143
11.4. Results 144
11.5. Discussion 145
11.5.1. Research Implications 146
11.5.2. Managerial Implications 147
IV. Network Structure
CHAPTER 12: A Model of Industrial Networks 153
12.1. Starting Points 153
12.2. Actors 153
12.3. Activities 155
12.4. Resources 156
12.5. The Network 157
CHAPTER 13: Marketing Investments and Market Investments in Industrial
Networks 159
13.1. Introduction 159
13.1.1. The Investment Process 160
13.1.2. Some Literature on Marketing Investments 160
13.1.3. Industrial Markets as Networks 161
13.2. Investments in Networks 162
13.3. Market and Marketing Investments Compared to Production Invest¬
ments 164
13.3.1. Assets 164
13.3.2. Investment Processes 166
13.4. Some Management Implications 167
CHAPTER 14: Interorganizational Relations in Industrial Systems 171
14.1. Industrial Networks 171
14.2. Relationships in Industrial Networks 173
14.3. The Transaction cost Approach 176
14.4. A Comparison of the Transaction cost Approach and the Network
Approach 178
14.4.1. Theoretical Foundations 178
14.4.2. Problem Orientation 178
14.4.3. Basic Concepts 179
14.4.4 System Delimitation 180
14.4.5. Nature of Relationships 180
14.4. Internationalization of Business 180
14.5. Conclusion 181
CHAPTER 15: Banks in Industrial Networks 183
15.1. Introduction 183
15.2. Industrial Networks 183
15.2.1. Four Basic Concepts 183
15.2.2. Two Important Features of Networks 185
15.3. Banking in a Network Perspective 187
15.3.1. Conditions for Banking 187
15.3.2. Commercial Banking 188
15.3.3. Investment Banking 191
15.3.4. Bank Networks 192
15.4. Financial Intermediaries in a Changing Environment 192
15.4.1. Deregulation and Technological Development 192
15.4.2. Propositions Generated by the Network Model 193
15.4.3. The Management of Relationships 194
15.5. Conclusions 196
CHAPTER 16: Foreign Market Entry—the Textbook vs. the Network View 197
16.1. Introduction 197
16.2. Foreign Market Entry Decisions 198
16.3. An Early Starter—Kommundata s Entry into the Middle East 200
16.3.1. The Company and the Product 200
16.3.2. The Entry Process 200
16.3.3. Comments on the Case 202
16.4. A Late Starter—KABI Vitrum s Entry into the US 203
16.4.1. The Company and the Product 203
16.4.2. The Entry Process 203
16.4.3. Comments on the Case 205
16.5. An International among Others—Scania s Entry into Australia .... 205
16.5.1. The Company and the Product 205
16.5.2. The Entry Process 205
16.5.3. Comments on the Case 207
16.6. Comments on the Nature of Foreign Market Entry Processes 207
16.7. Three Issues of Critical Importance 208
CHAPTER 17: The Network as a Governance Structure 211
17.1. Introduction 211
17.2. Industrial Networks 211
17.3. Industrial Activities and Resources 212
17.4. Industrial Actors 214
17.5. Network Characteristics 215
17.6. Network as a Governance Structure 218
17.7. Summary 222
V. Epilogue
CHAPTER 18: Looking Forward 227
18.1. Introduction 227
18.2. Research Themes 227
18.2.1. Observation, Categorisation and Insight 227
18.2.2. Organisational Behaviour Concepts 228
18.2.3. Economy of Concepts 229
18.2.4. Development Processes 229
18.2.5. Interrelationship between Explanations 229
18.2.6. Strategy? 230
18.2.7. Learning from the Managerial Task 230
18.2.8. Inter and Intra organisational Relationships 231
18.2.9. Revisiting Research 231
18.2.10. Problem Definition and Problem Address 231
18.3. Integration 232
18.4. Future Research 232
18.4.1. Gap Filling 232
18.4.2. Refining 233
18.4.3. Simplify 233
18.4.4. Dissemination 234
18.4.5. Further Empirical Study 234
18.4.6. Intra and Inter organisational Networks 234
18.4.7. Borrowing from other Areas (and Contributing to them) 235
18.5. Conclusion 236
Publications by Jan Johanson 1966 1993 237
Bibliography 243
Name Index 255
Subject Index 258
|
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| id | DE-604.BV009636154 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T17:38:19Z |
| institution | BVB |
| isbn | 915543259X |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-006368449 |
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| record_format | marc |
| series2 | Uppsala Universitet: Acta Universitatis Upsaliensis / Studia oeconomiae negotiorum |
| spelling | Johanson, Jan 1934- Verfasser (DE-588)11922092X aut Internationalization, relationships and networks Jan Johanson Stockholm Almqvist & Wiksell 1994 260 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Uppsala Universitet: Acta Universitatis Upsaliensis / Studia oeconomiae negotiorum 36 Johanson, jan ram Johanson, Jan <1934-> Johanson, Jan 1934- (DE-588)11922092X gnd rswk-swf Entreprises multinationales ram Internationalisatie gtt Marketing industriel ram Relations interorganisationnelles ram Samenwerkingsvormen (bedrijfseconomie) gtt Globalisierung Multinationales Unternehmen Export marketing Industrial marketing International business enterprises Interorganizational relations Bibliografie (DE-588)4006432-3 gnd rswk-swf Beziehungsmanagement (DE-588)4326109-7 gnd rswk-swf Internationalisierung (DE-588)4162106-2 gnd rswk-swf Corporate Network (DE-588)4402944-5 gnd rswk-swf Unternehmen (DE-588)4061963-1 gnd rswk-swf Johanson, Jan 1934- (DE-588)11922092X p Bibliografie (DE-588)4006432-3 s DE-604 Internationalisierung (DE-588)4162106-2 s Unternehmen (DE-588)4061963-1 s Beziehungsmanagement (DE-588)4326109-7 s Corporate Network (DE-588)4402944-5 s Studia oeconomiae negotiorum Uppsala Universitet: Acta Universitatis Upsaliensis 36 (DE-604)BV024802043 36 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006368449&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Johanson, Jan 1934- Internationalization, relationships and networks Johanson, jan ram Johanson, Jan <1934-> Johanson, Jan 1934- (DE-588)11922092X gnd Entreprises multinationales ram Internationalisatie gtt Marketing industriel ram Relations interorganisationnelles ram Samenwerkingsvormen (bedrijfseconomie) gtt Globalisierung Multinationales Unternehmen Export marketing Industrial marketing International business enterprises Interorganizational relations Bibliografie (DE-588)4006432-3 gnd Beziehungsmanagement (DE-588)4326109-7 gnd Internationalisierung (DE-588)4162106-2 gnd Corporate Network (DE-588)4402944-5 gnd Unternehmen (DE-588)4061963-1 gnd |
| subject_GND | (DE-588)11922092X (DE-588)4006432-3 (DE-588)4326109-7 (DE-588)4162106-2 (DE-588)4402944-5 (DE-588)4061963-1 |
| title | Internationalization, relationships and networks |
| title_auth | Internationalization, relationships and networks |
| title_exact_search | Internationalization, relationships and networks |
| title_full | Internationalization, relationships and networks Jan Johanson |
| title_fullStr | Internationalization, relationships and networks Jan Johanson |
| title_full_unstemmed | Internationalization, relationships and networks Jan Johanson |
| title_short | Internationalization, relationships and networks |
| title_sort | internationalization relationships and networks |
| topic | Johanson, jan ram Johanson, Jan <1934-> Johanson, Jan 1934- (DE-588)11922092X gnd Entreprises multinationales ram Internationalisatie gtt Marketing industriel ram Relations interorganisationnelles ram Samenwerkingsvormen (bedrijfseconomie) gtt Globalisierung Multinationales Unternehmen Export marketing Industrial marketing International business enterprises Interorganizational relations Bibliografie (DE-588)4006432-3 gnd Beziehungsmanagement (DE-588)4326109-7 gnd Internationalisierung (DE-588)4162106-2 gnd Corporate Network (DE-588)4402944-5 gnd Unternehmen (DE-588)4061963-1 gnd |
| topic_facet | Johanson, jan Johanson, Jan <1934-> Johanson, Jan 1934- Entreprises multinationales Internationalisatie Marketing industriel Relations interorganisationnelles Samenwerkingsvormen (bedrijfseconomie) Globalisierung Multinationales Unternehmen Export marketing Industrial marketing International business enterprises Interorganizational relations Bibliografie Beziehungsmanagement Internationalisierung Corporate Network Unternehmen |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006368449&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| volume_link | (DE-604)BV024802043 |
| work_keys_str_mv | AT johansonjan internationalizationrelationshipsandnetworks |