Market entry into the USA: why European companies fail and how to succeed
Gespeichert in:
Hauptverfasser: | , |
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Format: | Buch |
Sprache: | English |
Veröffentlicht: |
Cham [u.a.]
Springer
2016
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Schriftenreihe: | Management for Professionals
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Schlagworte: | |
Online-Zugang: | Inhaltsverzeichnis |
Beschreibung: | XVIII, 125 S. Ill., graph. Darst. 235 mm x 155 mm |
ISBN: | 9783319171234 9783319171241 |
Internformat
MARC
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245 | 1 | 0 | |a Market entry into the USA |b why European companies fail and how to succeed |c Ralf Drews ; Melissa Lamson |
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Datensatz im Suchindex
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adam_text | Contents
1 The Case for Culture in Expansion Strategy......................... 1
1.1 The Business Environment in Europe and the US.................. 2
1.2 What You Need to Know About Going to the US.................... 4
1.3 The US Cultural Gravity Model™................................. 9
2 Your Company’s Value Proposition in the US........................ 11
2.1 Determining the Fit of Your Company’s Value Proposition..... 11
2.2 What Makes Your Company’s Offering Unique?.................... 12
2.3 The Case of SCT’s Growth in the US............................ 22
2.4 Business Leader’s Experience.................................. 27
3 Defining Exploring the US Market................................ 31
3.1 The Impact of Lack of Market Focus............................ 31
3.2 Lessons Learned From the SCT s Case........................... 36
3.3 US Segmentation Approach...................................... 37
3.4 Market Entry Risks............................................ 44
3.4.1 Market Accessibility and Barriers ................... 45
3.4.2 Out-Doing Competitors ֊ Domestic Foreign........... 48
3.5 The Underestimated Factors in Market Expansion................ 49
4 Determining the Organization’s Cultural Fit in the US............. 55
4.1 Transforming Your Organization Culturally..................... 56
4.2 Determining Your Ability to be Agile.......................... 57
4.3 Examining Leadership Style Differences........................ 60
4.4 Communication Across Cultures................................. 61
4.5 Sustaining Cultural Changes and Fit With the US Market........ 63
4.6 Organizational Readiness and The Decision Diamond™............ 63
4.7 Organizational Readiness Survey............................... 64
5 Ready to Go to the US? - Key Strategic Steps...................... 69
5.1 Your Strategic Approach....................................... 71
5.LI The Buying Influence Structure........................ 71
5.1.2 The “As Is” Buying Decision Model™ For You and Your
Strongest Competitors.................................. 76
XV
xvi Contents
5.1.3 Your “To Be” Buying Decision Model................... 83
5.2 Selecting Your Ideal Customer in Your Target Market......... 88
5.2.1 Are There Customers You Don’t Want to Sell to?....... 89
5.2.2 Understand Your Customer’s Motivation (Emotional and
Rational).............................................. 89
5.2.3 Applying the “Ideal Customer” Approach............... 90
5.3 Define a Powerful Offer For Your Focus Market............... 95
6 Sustaining Your Business Investment in the US....................101
6.1 “The Perfect European Exchange Student”.....................102
6.2 Organizational Structure, Leadership, Hierarchies.........106
6.3 Internal Communication, Culture Brand.....................109
6.4 Attracting the Ideal Employee..................................110
6.5 Employee Recruiting, Hiring Retention........................112
6.6 Compliance Anti-Discrimination Law in the US.................114
6.7 Supplier Vendor Selection....................................115
6.8 The Outlook for SCT Today ֊ A Happy Ending..................116
Afterword ...............................................................123
|
any_adam_object | 1 |
author | Drews, Ralf Lamson, Melissa |
author_GND | (DE-588)1046919792 |
author_facet | Drews, Ralf Lamson, Melissa |
author_role | aut aut |
author_sort | Drews, Ralf |
author_variant | r d rd m l ml |
building | Verbundindex |
bvnumber | BV042930564 |
classification_rvk | QG 620 |
ctrlnum | (OCoLC)930612156 (DE-599)GBV835393313 |
discipline | Wirtschaftswissenschaften |
format | Book |
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geographic | Deutschland (DE-588)4011882-4 gnd USA (DE-588)4078704-7 gnd |
geographic_facet | Deutschland USA |
id | DE-604.BV042930564 |
illustrated | Illustrated |
indexdate | 2024-07-10T07:13:05Z |
institution | BVB |
isbn | 9783319171234 9783319171241 |
language | English |
oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-028357384 |
oclc_num | 930612156 |
open_access_boolean | |
owner | DE-355 DE-BY-UBR |
owner_facet | DE-355 DE-BY-UBR |
physical | XVIII, 125 S. Ill., graph. Darst. 235 mm x 155 mm |
publishDate | 2016 |
publishDateSearch | 2016 |
publishDateSort | 2016 |
publisher | Springer |
record_format | marc |
series2 | Management for Professionals |
spelling | Drews, Ralf Verfasser (DE-588)1046919792 aut Unternehmenserfolg in den USA Market entry into the USA why European companies fail and how to succeed Ralf Drews ; Melissa Lamson Cham [u.a.] Springer 2016 XVIII, 125 S. Ill., graph. Darst. 235 mm x 155 mm txt rdacontent n rdamedia nc rdacarrier Management for Professionals Kulturkontakt (DE-588)4033569-0 gnd rswk-swf Auslandsmarkt (DE-588)4003776-9 gnd rswk-swf Interkulturelles Management (DE-588)4343519-1 gnd rswk-swf Markteintrittsstrategie (DE-588)4326311-2 gnd rswk-swf Deutschland (DE-588)4011882-4 gnd rswk-swf USA (DE-588)4078704-7 gnd rswk-swf USA (DE-588)4078704-7 g Auslandsmarkt (DE-588)4003776-9 s Markteintrittsstrategie (DE-588)4326311-2 s Kulturkontakt (DE-588)4033569-0 s Deutschland (DE-588)4011882-4 g DE-604 Interkulturelles Management (DE-588)4343519-1 s 1\p DE-604 Lamson, Melissa Verfasser aut Digitalisierung UB Regensburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=028357384&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
spellingShingle | Drews, Ralf Lamson, Melissa Market entry into the USA why European companies fail and how to succeed Kulturkontakt (DE-588)4033569-0 gnd Auslandsmarkt (DE-588)4003776-9 gnd Interkulturelles Management (DE-588)4343519-1 gnd Markteintrittsstrategie (DE-588)4326311-2 gnd |
subject_GND | (DE-588)4033569-0 (DE-588)4003776-9 (DE-588)4343519-1 (DE-588)4326311-2 (DE-588)4011882-4 (DE-588)4078704-7 |
title | Market entry into the USA why European companies fail and how to succeed |
title_alt | Unternehmenserfolg in den USA |
title_auth | Market entry into the USA why European companies fail and how to succeed |
title_exact_search | Market entry into the USA why European companies fail and how to succeed |
title_full | Market entry into the USA why European companies fail and how to succeed Ralf Drews ; Melissa Lamson |
title_fullStr | Market entry into the USA why European companies fail and how to succeed Ralf Drews ; Melissa Lamson |
title_full_unstemmed | Market entry into the USA why European companies fail and how to succeed Ralf Drews ; Melissa Lamson |
title_short | Market entry into the USA |
title_sort | market entry into the usa why european companies fail and how to succeed |
title_sub | why European companies fail and how to succeed |
topic | Kulturkontakt (DE-588)4033569-0 gnd Auslandsmarkt (DE-588)4003776-9 gnd Interkulturelles Management (DE-588)4343519-1 gnd Markteintrittsstrategie (DE-588)4326311-2 gnd |
topic_facet | Kulturkontakt Auslandsmarkt Interkulturelles Management Markteintrittsstrategie Deutschland USA |
url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=028357384&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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