Holdings: International marketing

International marketing:

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Bibliographic Details
Main Authors:	Cateora, Philip R. (Author), Gilly, Mary C. (Author), Graham, John L. (Author)
Format:	Book
Language:	English
Published:	New York, NY McGraw-Hill/Irwin 2011
Edition:	15. ed.
Subjects:	Multinationales Unternehmen Export marketing International business enterprises Internationales Marketing Marketing Lehrbuch
Online Access:	Inhaltsverzeichnis
Item Description:	Includes index
Physical Description:	XXXIII, 622 S. Ill., graph. Darst., Kt.
ISBN:	9780073529943 007352994X

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Record in the Search Index

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adam_text	IMAGE 1 LIFTEEOTH^ADITION PHILIP R. CATEORA FELLOW, ACADEMY OF INTERNATIONAL BUSINESS UNIVERSITY OF COLORADO MARYC. GILLY UNIVERSITY OF CALIFORNIA, IRVINE JOHN L GRAHAM UNIVERSITY OF CALIFORNIA, IRVINE ME GRAVU HILL MCGRAW-HILL IRWIN IMAGE 2 AN OVERVIEW 1 THE SCOPE AND CHALLENGE OF INTERNATIONAL MARKETING 2 GLOBAL PERSPECTIVE: GLOBAL COMMERCE CAUSES PEACE 3 THE INTERNATIONALIZATION OF U.S. BUSINESS 7 INTERNATIONAL MARKETING DEFINED 10 THE INTERNATIONAL MARKETING TASK 11 MARKETING DECISION FACTORS 12 ASPECTS OF THE DOMESTIC ENVIRONMENT 12 ASPECTS OF THE FOREIGN ENVIRONMENT 13 ENVIRONMENTAL ADAPTATION NEEDED 15 THE SELF-REFERENCE CRITERION AND ETHNOCENTRISM: MAJOR OBSTACLES 16 DEVELOPING A GLOBAL AWARENESS 18 STAGES OF INTERNATIONAL MARKETING INVOLVEMENT 19 NO DIRECT FOREIGN MARKETING 20 INFREQUENT FOREIGN MARKETING 20 REGULAR FOREIGN MARKETING 20 INTERNATIONAL MARKETING 21 GLOBAL MARKETING 21 THE ORIENTATION OF INTERNATIONAL MARKETING 23 2 THE DYNAMIC ENVIRONMENT OF INTERNATIONA! TRADE 26 GLOBAL PERSPECTIVE: TRADE BARRIERS-AN INTERNATIONAL MARKETER S MINEFIELD 27 THE TWENTIETH TO THE TWENTY-FIRST CENTURY 28 WORLD TRADE AND U.S. MULTINATIONALS 30 BEYOND THE FIRST DECADE OF THE TWENTY-FIRST CENTURY 32 BALANCE OF PAYMENTS 33 PROTECTIONISM 35 PROTECTION LOGIC AND ILLOGIC 35 TRADE BARRIERS 36 EASING TRADE RESTRICTIONS 42 THE OMNIBUS TRADE AND COMPETITIVENESS ACT 42 GENERAL AGREEMENT ON TARIFFS AND TRADE 43 WORLD TRADE ORGANIZATION 45 SKIRTING THE SPIRIT OFGATTAND WTO 46 THE INTERNATIONAL MONETARY FUND AND WORLD BANK GROUP 47 PROTESTS AGAINST GLOBAL INSTITUTIONS 48 IMAGE 3 RLR^TWO THE CULTURAL ENVIRONMENT OF GLOBAL MARKETS 3 HISTORY AND GEOGRAPHY: THE FOUNDATIONS OF CULTURE 52 GLOBAL PERSPECTIVE: BIRTH OF A NATION-PANAMA IN 67 HOURS 53 HISTORICAL PERSPECTIVE IN GLOBAL BUSINESS 54 HISTORY AND CONTEMPORARY BEHAVIOR 54 HISTORY IS SUBJECTIVE 57 MANIFEST DESTINY AND THE MONROE DOCTRINE 59 GEOGRAPHY AND GLOBAL MARKETS 63 CLIMATE AND TOPOGRAPHY 63 GEOGRAPHY, NATURE, AND ECONOMIC GROWTH 66 SOCIAL RESPONSIBILITY AND ENVIRONMENTAL MANAGEMENT 67 RESOURCES 71 DYNAMICS OF GLOBAL POPULATION TRENDS 74 CONTROLLING POPULATION GROWTH 75 RURAL/URBAN MIGRATION 75 POPULATION DECLINE AND AGING 76 WORKER SHORTAGE AND IMMIGRATION 78 WORLD TRADE ROUTES 79 COMMUNICATION LINKS 80 4 CULTURAL DYNAMICS IN ASSESSING GLOBAL MARKETS 94 GLOBAL PERSPECTIVE: EQUITIES AND EBAY-CULTURE GETS IN THE WAY 95 CULTURE S PERVASIVE IMPACT 96 DEFINITIONS AND ORIGINS OF CULTURE 102 GEOGRAPHY 103 HISTORY 104 THE POLITICAL ECONOMY 104 TECHNOLOGY 105 SOCIAL INSTITUTIONS 105 ELEMENTS OF CULTURE 109 CULTURAL VALUES 109 RITUALS 113 SYMBOLS 114 BELIEFS 116 THOUGHT PROCESSES 117 CULTURAL SENSITIVITY AND TOLERANCE 118 CULTURAL CHANGE 118 CULTURAL BORROWING 119 SIMILARITIES: AN ILLUSION 120 RESISTANCE TO CHANGE 121 PLANNED AND UNPLANNED CULTURAL CHANGE 122 5 CULTURE, MANAGEMENT STYLE, AND BUSINESS SYSTEMS 124 GLOBAL PERSPECTIVE: DO BLONDES HAVE MORE FUN IN JAPAN? 125 REQUIRED ADAPTATION 126 DEGREE OF ADAPTATION 127 IMPERATIVES, ELECTIVES, AND EXCLUSIVES 127 THE IMPACT OF AMERICAN CULTURE ON MANAGEMENT STYLE 129 MANAGEMENT STYLES AROUND THE WORLD 131 AUTHORITY AND DECISION MAKING 132 MANAGEMENT OBJECTIVES AND ASPIRATIONS 133 COMMUNICATION STYLES 135 FORMALITY AND TEMPO 138 P-TIME VERSUS M-TIME 139 NEGOTIATIONS EMPHASIS 140 MARKETING ORIENTATION 141 GENDER BIAS IN INTERNATIONAL BUSINESS 141 BUSINESS ETHICS 144 CORRUPTION DEFINED 144 THE WESTERN FOCUS ON BRIBERY 146 BRIBERY: VARIATIONS ON A THEME 149 ETHICAL AND SOCIALLY RESPONSIBLE DECISIONS 150 CULTURE S INFLUENCE ON STRATEGIC THINKING 152 SYNTHESIS: RELATIONSHIP-ORIENTED VS. INFORMATION-ORIENTED CULTURES 153 6 THE POLITICAL ENVIRONMENT: A CRITICAL CONCERN 158 GLOBAL PERSPECTIVE: WORLD TRADE GOES BANANAS 159 THE SOVEREIGNTY OF NATIONS 160 STABILITY OF GOVERNMENT POLICIES 162 FORMS OF GOVERNMENT 163 POLITICAL PARTIES 165 NATIONALISM 165 XXIV IMAGE 4 TARGETED FEAR AND/OR ANIMOSITY 167 TRADE DISPUTES 167 POLITICAL RISKS OF GLOBAL BUSINESS 167 CONFISCATION, EXPROPRIATION, AND DOMESTICATION 168 ECONOMIC RISKS 168 POLITICAL SANCTIONS 170 POLITICAL AND SOCIAL ACTIVISTS AND NONGOVERNMENTAL ORGANIZATIONS 171 VIOLENCE, TERRORISM, AND WAR 175 CYBERTERRORISM AND CYBERCRIME 177 ASSESSING POLITICAL VULNERABILITY 177 POLITICALLY SENSITIVE PRODUCTS AND ISSUES 178 FORECASTING POLITICAL RISK 178 LESSENING POLITICAL VULNERABILITY 180 JOINT VENTURES 180 EXPANDING THE INVESTMENT BASE 181 LICENSING 181 PLANNED DOMESTICATION 18V POLITICAL BARGAINING 181 POLITICAL PAYOFFS 181 GOVERNMENT ENCOURAGEMENT 182 7 THE INTERNATIONAL LEGAL ENVIRONMENT: PLAYING BY THE RULES 184 GLOBAL PERSPECTIVE: THE PAJAMA CAPER 185 BASES FOR LEGAL SYSTEMS 186 COMMON VS. CODE LAW 187 ISLAMIC LAW 188 MARXIST-SOCIALIST TENETS 189 JURISDICTION IN INTERNATIONAL LEGAL DISPUTES 190 INTERNATIONAL DISPUTE RESOLUTION 191 CONCILIATION 191 ARBITRATION 191 LITIGATION 194 PROTECTION OF INTELLECTUAL PROPERTY RIGHTS: A SPECIAL PROBLEM 194 COUNTERFEITING AND PIRACY 194 INADEQUATE PROTECTION 196 PRIOR USE VERSUS REGISTRATION 197 INTERNATIONAL CONVENTIONS 197 OTHER MANAGERIAL APPROACHES TO PROTECTING INTELLECTUAL PROPERTY 199 CYBERLAW: UNRESOLVED ISSUES 201 DOMAIN NAMES AND CYBERSQUATTERS 201 TAXES 202 JURISDICTION OF DISPUTES AND VALIDITY OF CONTRACTS 203 COMMERCIAL LAW WITHIN COUNTRIES 203 MARKETING LAWS 204 GREEN MARKETING LEGISLATION 207 FOREIGN COUNTRIES ANTITRUST LAWS 208 U.S. LAWS APPLY IN HOST COUNTRIES 208 FOREIGN CORRUPT PRACTICES ACT 209 U.S. ANTITRUST LAWS THAT APPLY IN FOREIGN MARKETS 210 ANTIBOYCOTT LAW 211 EXTRATERRITORIALITY OF U.S. LAWS 211 EXPORT RESTRICTIONS 212 NATIONAL SECURITY LAWS 213 DETERMINING EXPORT REQUIREMENTS 214 ELAIN, STELA, ERIC, AND SNAP 216 XXV IMAGE 5 PARTTHREE ASSESSING GLOBAL MARKET OPPORTUNITIES 8 DEVELOPING A GLOBAL VISION THROUGH MARKETING RESEARCH 218 GLOBAL PERSPECTIVE: JAPAN- TEST MARKET FOR THE WORLD 219 BREADTH AND SCOPE OF INTERNATIONAL MARKETING RESEARCH 221 THE RESEARCH PROCESS 222 DEFINING THE PROBLEM AND ESTABLISHING RESEARCH OBJECTIVES 222 PROBLEMS OF AVAILABILITY AND USE OF SECONDARY DATA 223 AVAILABILITY OF DATA 223 RELIABILITY OF DATA 224 COMPARABILITY OF DATA 225 VALIDATING SECONDARY DATA 225 GATHERING PRIMARY DATA: QUANTITATIVE AND QUALITATIVE RESEARCH 226 PROBLEMS OF GATHERING PRIMARY DATA 228 ABILITY TO COMMUNICATE OPINIONS 228 WILLINGNESS TO RESPOND 228 SAMPLING IN FIELD SURVEYS 230 LANGUAGE AND COMPREHENSION 230 MULTICULTURAL RESEARCH: A SPECIAL PROBLEM 234 RESEARCH ON THE INTERNET: A GROWING OPPORTUNITY 234 ESTIMATING MARKET DEMAND 236 EXPERT OPINION 236 ANALOGY 237 XXVI PROBLEMS IN ANALYZING AND INTERPRETING RESEARCH INFORMATION 239 RESPONSIBILITY FOR CONDUCTING MARKETING RESEARCH 240 COMMUNICATING WITH DECISION MAKERS 241 APPENDIX: SOURCES OF SECONDARY DATA 244 9 ECONOMIC DEVELOPMENT AND THE AMERICAS 248 GLOBAL PERSPECTIVE: DESYNCHRONOSIS? SOMETHING GEORGE CLOONEY CAUGHT UP IN THE AIR? 249 MARKETING AND ECONOMIC DEVELOPMENT 250 STAGES OF ECONOMIC DEVELOPMENT 251 ECONOMIC GROWTH FACTORS 253 INFORMATION TECHNOLOGY, THE INTERNET, AND ECONOMIC DEVELOPMENT 255 OBJECTIVES OF DEVELOPING COUNTRIES 255 INFRASTRUCTURE AND DEVELOPMENT 256 MARKETING S CONTRIBUTIONS 257 MARKETING IN A DEVELOPING COUNTRY 257 LEVEL OF MARKET DEVELOPMENT 257 DEMAND IN DEVELOPING COUNTRIES 259 BIG EMERGING MARKETS (BEMS) 262 THE AMERICAS 263 NORTH AMERICAN FREE TRADE AGREEMENT (NAFTA) 263 UNITED STATES-CENTRAL AMERICAN FREE TRADE AGREEMENT- DOMINICAN REPUBLIC FREE TRADE AGREEMENT (DR-CAFTA) 267 SOUTHERN CONE FREE TRADE AREA (MERCOSUR) 269 LATIN AMERICAN PROGRESS 269 LATIN AMERICAN ECONOMIC COOPERATION 270 NAFTA TO FTAA OR SAFTA? 271 STRATEGIC IMPLICATIONS FOR MARKETING 271 10 EUROPE, AFRICA, AND THE MIDDLE EAST 274 GLOBAL PERSPECTIVE: MIGHT FREE TRADE BRING PEACE TO THE MIDDLE EAST? 275 LA RAISON D ETRE 277 ECONOMIC FACTORS 277 POLITICAL FACTORS 278 GEOGRAPHIC AND TEMPORAL PROXIMITY 278 CULTURAL FACTORS 278 PATTERNS OF MULTINATIONAL COOPERATION 279 GLOBAL MARKETS AND MULTINATIONAL MARKET GROUPS 280 EUROPE 280 EUROPEAN INTEGRATION 280 EUROPEAN UNION 284 EASTERN EUROPE AND THE BALTIC STATES 288 THE COMMONWEALTH OF INDEPENDENT STATES 289 AFRICA 291 MIDDLE EAST 294 IMAGE 6 IMPLICATIONS OF MARKET INTEGRATION 296 STRATEGIC IMPLICATIONS 296 MARKET METRICS 297 MARKETING MIX IMPLICATIONS 299 11 THE ASIA PACIFIC REGION 302 GLOBAL PERSPECTIVE: WALMART, TIDE, AND THREE-SNAKE WINE 303 DYNAMIC GROWTH IN THE ASIA PACIFIC REGION 304 THE GREATER CHINA 304 JAPAN 308 INDIA 311 THE FOUR ASIAN TIGERS 313 VIETNAM 313 BOTTOM-OF-THE-PYRAMID MARKETS (BOPMS) 314 MARKET METRICS 316 ASIA PACIFIC TRADE ASSOCIATIONS 318 ASSOCIATION OF SOUTHEAST ASIAN NATIONS (ASEAN) AND ASEAN+3 318 ASIA-PACIFIC ECONOMIC COOPERATION (APEC) 320 A FOCUS ON DIVERSITY WITHIN CHINA 320 NORTHEAST CHINA: LONGTIME INDUSTRIAL HEARTLAND 322 BEIJING-TIANJIN 324 SHANGHAI AND THE YANGTZE RIVER DELTA 325 PEARL RIVER DELTA 325 THE OTHER BILLION 326 DIFFERENCES IN BUSINESS NEGOTIATION STYLES WITHIN THE GREATER CHINA 327 MARKETING OPPORTUNITIES IN THE GREATER CHINA 328 XXVII IMAGE 7 DEVELOPING GLOBAL MARKETING STRATEGIES 12 GLOBAL MARKETING MANAGEMENT: PLANNING AND ORGANIZATION 330 GLOBAL PERSPECTIVE: THE BRITISH SELL ANOTHER TREASURE 331 GLOBAL MARKETING MANAGEMENT 332 THE NESTLE WAY: EVOLUTION NOT REVOLUTION 335 BENEFITS OF GLOBAL MARKETING 336 PLANNING FOR GLOBAL MARKETS 338 COMPANY OBJECTIVES AND RESOURCES 339 INTERNATIONAL COMMITMENT 339 THE PLANNING PROCESS 340 ALTERNATIVE MARKET-ENTRY STRATEGIES 344 EXPORTING 345 CONTRACTUAL AGREEMENTS 346 STRATEGIC INTERNATIONAL ALLIANCES 349 DIRECT FOREIGN INVESTMENT 353 ORGANIZING FOR GLOBAL COMPETITION 355 LOCUS OF DECISION 356 CENTRALIZED VERSUS DECENTRALIZED ORGANIZATIONS 356 13 PRODUCTS AND SERVICES FOR CONSUMERS 358 GLOBAL PERSPECTIVE: CHINA-DISNEY ROLLS THE DICE AGAIN 359 QUALITY 360 QUALITY DEFINED 361 MAINTAINING QUALITY 362 PHYSICAL OR MANDATORY REQUIREMENTS AND ADAPTATION 363 GREEN MARKETING AND PRODUCT DEVELOPMENT 364 PRODUCTS AND CULTURE 366 INNOVATIVE PRODUCTS AND ADAPTATION 368 DIFFUSION OF INNOVATIONS 369 PRODUCTION OF INNOVATIONS 372 ANALYZING PRODUCT COMPONENTS FOR ADAPTATION 373 CORE COMPONENT 373 PACKAGING COMPONENT 374 SUPPORT SERVICES COMPONENT 376 MARKETING CONSUMER SERVICES GLOBALLY 377 SERVICES OPPORTUNITIES IN GLOBAL MARKETS 378 BARRIERS TO ENTERING GLOBAL MARKETS FOR CONSUMER SERVICES 380 BRANDS IN INTERNATIONAL MARKETS 382 GLOBAL BRANDS 385 NATIONAL BRANDS 387 COUNTRY-OF-ORIGIN EFFECT AND GLOBAL BRANDS 387 PRIVATE BRANDS 390 14 PRODUCTS AND SERVICES FOR BUSINESSES 392 GLOBAL PERSPECTIVE: INTEL, THE BOOM, AND THE INESCAPABLE BUST 393 DEMAND IN GLOBAL BUSINESS-TO- BUSINESS MARKETS 395 THE VOLATILITY OF INDUSTRIAL DEMAND 396 STAGES OF ECONOMIC DEVELOPMENT 399 TECHNOLOGY AND MARKET DEMAND 399 QUALITY AND GLOBAL STANDARDS 401 QUALITY IS DEFINED BY THE BUYER 402 ISO 9000 CERTIFICATION: AN INTERNATIONAL STANDARD OF QUALITY 404 BUSINESS SERVICES 406 AFTER-SALE SERVICES 406 OTHER BUSINESS SERVICES 408 TRADE SHOWS: A CRUCIAL PART OF BUSINESS-TO-BUSINESS MARKETING 409 RELATIONSHIP MARKETING IN BUSINESS-TO-BUSINESS CONTEXTS 412 15 INTERNATIONAL MARKETING CHANNELS 418 GLOBAL PERSPECTIVE: CENTRAL PERK IN BEIJING 419 CHANNEL-OF-DISTRIBUTION STRUCTURES 421 IMPORT-ORIENTED DISTRIBUTION STRUCTURE 421 JAPANESE DISTRIBUTION STRUCTURE 422 TRENDS: FROM TRADITIONAL TO MODERN CHANNEL STRUCTURES 424 DISTRIBUTION PATTERNS 427 RETAIL PATTERNS 428 ALTERNATIVE MIDDLEMAN CHOICES 430 HOME-COUNTRY MIDDLEMEN 431 XXVIII IMAGE 8 FOREIGN-COUNTRY MIDDLEMEN 434 GOVERNMENT-AFFILIATED MIDDLEMEN 434 FACTORS AFFECTING CHOICE OF CHANNELS 435 COST 435 CAPITAL REQUIREMENTS 436 CONTROL 436 COVERAGE 436 CHARACTER 436 CONTINUITY 437 CHANNEL MANAGEMENT 438 LOCATING MIDDLEMEN 438 SELECTING MIDDLEMEN 438 MOTIVATING MIDDLEMEN 439 TERMINATING MIDDLEMEN 439 CONTROLLING MIDDLEMEN 441 THE INTERNET 441 LOGISTICS 449 16 INTEGRATED MARKETING COMMUNICATIONS AND INTERNATIONAL ADVERTISING 452 GLOBAL PERSPECTIVE: BARBIE VERSUS * MULAN 453 SALES PROMOTIONS IN INTERNATIONAL MARKETS 454 * F INTERNATIONAL PUBLIC RELATIONS 455 INTERNATIONAL ADVERTISING 457 ADVERTISING STRATEGY AND GOALS 462 PRODUCT ATTRIBUTE AND BENEFIT SEGMENTATION 463 REGIONAL SEGMENTATION 463 THE MESSAGE: CREATIVE CHALLENGES 467 GLOBAL ADVERTISING AND THE COMMUNICATIONS PROCESS 467 LEGAL CONSTRAINTS 471 LINGUISTIC LIMITATIONS 473 CULTURAL DIVERSITY 475 MEDIA LIMITATIONS 476 PRODUCTION AND COST LIMITATIONS 477 MEDIA PLANNING AND ANALYSIS 477 TACTICAL CONSIDERATIONS 477 CAMPAIGN EXECUTION AND ADVERTISING AGENCIES 489 INTERNATIONAL CONTROL OF ADVERTISING: BROADER ISSUES 491 17 PERSONAL SELLING AND SATES MANAGEMENT 494 GLOBAL PERSPECTIVE: INTERNATIONAL ASSIGNMENTS ARE GLAMOROUS, RIGHT? 495 DESIGNING THE SALES FORCE 496 RECRUITING MARKETING AND SALES PERSONNEL 498 EXPATRIATES 498 VIRTUAL EXPATRIATES 499 LOCAL NATIONALS 500 THIRD-COUNTRY NATIONALS 501 HOST-COUNTRY RESTRICTIONS 502 SELECTING SALES AND MARKETING PERSONNEL 502 TRAINING FOR INTERNATIONAL MARKETING 505 MOTIVATING SALES PERSONNEL 506 DESIGNING COMPENSATION SYSTEMS 508 FOR EXPATRIATES 508 FOR A GLOBAL SALES FORCE 508 EVALUATING AND CONTROLLING SALES REPRESENTATIVES 511 PREPARING U.S. PERSONNEL FOR FOREIGN ASSIGNMENTS 512 OVERCOMING RELUCTANCE TO ACCEPT A FOREIGN ASSIGNMENT 512 REDUCING THE RATE OF EARLY RETURNS 513 SUCCESSFUL EXPATRIATE REPATRIATION 514 DEVELOPING CULTURAL AWARENESS 515 THE CHANGING PROFILE OF THE GLOBAL MANAGER 516 FOREIGN-LANGUAGE SKILLS 518 18 PRICING FOR INTERNATIONAL MARKETS 520 GLOBAL PERSPECTIVE: THE PRICE WAR 521 PRICING POLICY 522 PRICING OBJECTIVES 522 PARALLEL IMPORTS 523 APPROACHES TO INTERNATIONAL PRICING 526 FULL-COST VERSUS VARIABLE-COST PRICING 526 SKIMMING VERSUS PENETRATION PRICING 526 PRICE ESCALATION 528 COSTS OF EXPORTING 529 TAXES, TARIFFS, AND ADMINISTRATIVE COSTS 529 INFLATION 529 DEFLATION 530 EXCHANGE RATE FLUCTUATIONS 530 VARYING CURRENCY VALUES 531 MIDDLEMAN AND TRANSPORTATION COSTS 532 SAMPLE EFFECTS OF PRICE * ESCALATION 532 APPROACHES TO REDUCING PRICE ESCALATION 533 LOWERING COST OF GOODS 534 LOWERING TARIFFS 534 LOWERING DISTRIBUTION COSTS 536 USING FOREIGN TRADE ZONES TO LESSEN PRICE ESCALATION 536 DUMPING 537 LEASING IN INTERNATIONAL MARKETS 538 COUNTERTRADE AS A PRICING TOOL 539 PROBLEMS OF COUNTERTRADING 540 THE INTERNET AND COUNTERTRADING 540 PRICE QUOTATIONS 541 ADMINISTERED PRICING 542 CARTELS 542 GOVERNMENT-INFLUENCED PRICING 544 GETTING PAID: FOREIGN COMMERCIAL PAYMENTS 544 LETTERS OF CREDIT 545 BILLS OF EXCHANGE 546 CASH IN ADVANCE 547 OPEN ACCOUNTS 547 FORFAITING 547 XXIX IMAGE 9 PART FIVE IMPLEMENTING GLOBAL MARKETING STRATEGIES 19 NEGOTIATING WITH INTERNATIONAL CUSTOMERS, PARTNERS, AND REGULATORS 550 GLOBAL PERSPECTIVE: A JAPANESE AISATSU 551 THE DANGERS OF STEREOTYPES 553 THE PERVASIVE IMPACT OF CULTURE ON NEGOTIATION BEHAVIOR 554 DIFFERENCES IN LANGUAGE AND NONVERBAL BEHAVIORS 555 DIFFERENCES IN VALUES 561 DIFFERENCES IN THINKING AND DECISION-MAKING PROCESSES 563 IMPLICATIONS FOR MANAGERS AND NEGOTIATORS 564 NEGOTIATION TEAMS 564 NEGOTIATION PRELIMINARIES 566 AT THE NEGOTIATION TABLE 569 AFTER NEGOTIATIONS 574 CREATIVE INTERNATIONAL NEGOTIATIONS 575 CONCLUSIONS 576 X XX IMAGE 10 PARTSIX SUPPLEMENTARY MATERIAL THE COUNTRY NOTEBOOK- A GUIDE FOR DEVELOPING A MARKETING PLAN 579 CASES CASES CAN BE FOUND ONLINE AT WWW.MHHE.COM/CATEORA_L 5E 1 AN OVERVIEW 1-1 STARBUCKS - GOING GLOBAL FAST 1-2 NESTLE: THE INFANT FORMULA CONTROVERSY 1-3 COKE AND PEPSI LEARN TO COMPETE IN INDIA 1-4 MARKETING MICROWAVE OVENS TO A NEW MARKET SEGMENT 2 THE CULTURAL ENVIRONMENT OF GLOBAL MARKETING 2-1 THE NOT-SO-WONDERFUL WORLD OF EURODISNEY - THINGS ARE BETTER NOW AT DISNEYLAND RESORT PARIS 2-2 CULTURAL NORMS, FAIR & LOVELY, AND ADVERTISING 2-3 STARNES-BRENNER MACHINE TOOL COMPANY: TO BRIBE OR NOT TO BRIBE? 2-4 ETHICS AND AIRBUS 2-5 COPING WITH CORRUPTION IN TRADING WITH CHINA 2-6 WHEN INTERNATIONAL BUYERS AND SELLERS DISAGREE 2-7MCDONALD S AND OBESITY 2-8 ULTRASOUND MACHINES, INDIA, CHINA, AND A SKEWED SEX RATIO ASSESSING GLOBAL MARKET OPPORTUNITIES 3-1 INTERNATIONAL MARKETING RESEARCH AT THE MAYO CLINIC 3-2 SWIFTER, HIGHER, STRONGER, DEARER 3-3 MARKETING TO THE BOTTOM OF THE PYRAMID 3-4 CONTINUED GROWTH FOR ZARA AND INDITEX 3-5 A SEA LAUNCH RECOVERY? 4 DEVELOPING GLOBAL MARKETING STRATEGIES 4-1 TAMBRANDS - OVERCOMING CULTURAL RESISTANCE 4-2 IBERIA AIRLINES BUILDS A BATNA 4-3 SALES NEGOTIATIONS ABROAD FOR MRI SYSTEMS 4-4 NATIONAL OFFICE MACHINES - MOTIVATING JAPANESE SALESPEOPLE: STRAIGHT SALARY OR COMMISSION? 4-5 AIDS, CONDOMS, AND CARNIVAL 4-6 MAKING SOCIALLY RESPONSIBLE AND ETHICAL MARKETING DECISIONS: SELLING TOBACCO TO THIRD WORLD COUNTRIES GLOSSARY 589 PHOTO CREDITS 598 NAME INDEX 600 SUBJECT INDEX 609 XXXI
any_adam_object	1
author	Cateora, Philip R. Gilly, Mary C. Graham, John L.
author_facet	Cateora, Philip R. Gilly, Mary C. Graham, John L.
author_role	aut aut aut
author_sort	Cateora, Philip R.
author_variant	p r c pr prc m c g mc mcg j l g jl jlg
building	Verbundindex
bvnumber	BV036955991
classification_rvk	QP 680
classification_tum	WIR 800f
ctrlnum	(OCoLC)706967659 (DE-599)GBV62633134X
discipline	Wirtschaftswissenschaften
edition	15. ed.
format	Book
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genre	1\p (DE-588)4123623-3 Lehrbuch gnd-content
genre_facet	Lehrbuch
id	DE-604.BV036955991
illustrated	Illustrated
indexdate	2024-07-09T22:51:29Z
institution	BVB
isbn	9780073529943 007352994X
language	English
lccn	2010020200
oai_aleph_id	oai:aleph.bib-bvb.de:BVB01-020870964
oclc_num	706967659
open_access_boolean
owner	DE-1049 DE-1043 DE-522 DE-91 DE-BY-TUM
owner_facet	DE-1049 DE-1043 DE-522 DE-91 DE-BY-TUM
physical	XXXIII, 622 S. Ill., graph. Darst., Kt.
publishDate	2011
publishDateSearch	2011
publishDateSort	2011
publisher	McGraw-Hill/Irwin
record_format	marc
spelling	Cateora, Philip R. Verfasser aut International marketing Philip R. Cateora ; Mary C. Gilly ; John L. Graham 15. ed. New York, NY McGraw-Hill/Irwin 2011 XXXIII, 622 S. Ill., graph. Darst., Kt. txt rdacontent n rdamedia nc rdacarrier Includes index Multinationales Unternehmen Export marketing International business enterprises Internationales Marketing (DE-588)4125431-4 gnd rswk-swf Marketing (DE-588)4037589-4 gnd rswk-swf 1\p (DE-588)4123623-3 Lehrbuch gnd-content Internationales Marketing (DE-588)4125431-4 s DE-604 Marketing (DE-588)4037589-4 s 2\p DE-604 Gilly, Mary C. Verfasser aut Graham, John L. Verfasser aut GBV Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020870964&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk
spellingShingle	Cateora, Philip R. Gilly, Mary C. Graham, John L. International marketing Multinationales Unternehmen Export marketing International business enterprises Internationales Marketing (DE-588)4125431-4 gnd Marketing (DE-588)4037589-4 gnd
subject_GND	(DE-588)4125431-4 (DE-588)4037589-4 (DE-588)4123623-3
title	International marketing
title_auth	International marketing
title_exact_search	International marketing
title_full	International marketing Philip R. Cateora ; Mary C. Gilly ; John L. Graham
title_fullStr	International marketing Philip R. Cateora ; Mary C. Gilly ; John L. Graham
title_full_unstemmed	International marketing Philip R. Cateora ; Mary C. Gilly ; John L. Graham
title_short	International marketing
title_sort	international marketing
topic	Multinationales Unternehmen Export marketing International business enterprises Internationales Marketing (DE-588)4125431-4 gnd Marketing (DE-588)4037589-4 gnd
topic_facet	Multinationales Unternehmen Export marketing International business enterprises Internationales Marketing Marketing Lehrbuch
url	http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020870964&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
work_keys_str_mv	AT cateoraphilipr internationalmarketing AT gillymaryc internationalmarketing AT grahamjohnl internationalmarketing

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