This thesis incorporates a role for advertising in a neoclassical model of consumer behaviour in an environment with imperfect information, Advertising is seen as providing an initial set of parameters in the consumer's subjective beliefs. The thesis considers the role of learning through experience over time, as an alternative source of information. The ability to learn is shown to affect consumer behaviour under a number of assumptions about the state of the environment. The models under consideration are complex, and analytical solutions are difficult to disentangle. For this reason the thesis makes use of numerical analysis to provide solutions for the specific parameter values assumed. The desire of a consumer to gain information is shown to generate a pattern of purchases of a new good which accords with the empirical evidence, over time, we find that the initial advertising statement declines in importance as a component of current beliefs, as the consumer places greater reliance on his own experience. We contrast different learning mechanisms in an attempt to find the most efficient process for gaining complete information, and conclude that no one learning process is always dominant, but depends on the parameters in the environment.

In the first part of this thesis, we examine the influence of green and producer lobbies on the determination of the trade and environmental policies adopted by large countries that are linked by trade flows and transboundary pollution. In Chapter 2, we show that the impact of green lobbying on the relative efficiency of unilateral and cooperative environmental policy outcomes depends crucially on the magnitude of the 'pollution leakages' and on the type of trade policy regime. Our analysis suggests that environmental policy coordination might be more beneficial under a free trade regime. In Chapter 3, we examine the case where both producer and environmental groups are organized. We find that the nature of the relationship between the two lobbies and the relative efficiency of alternative policy outcomes depend on the type of policy regime, whether governments act unilaterally or cooperatively, and the size of the 'pollution leakages' and the emission spillovers. The second part of the thesis looks at the formation of international trade and environmental agreements. In Chapter 4, we describe a model of multi-dimensional international negotiations, where countries can enter separate agreements with different partners along different policy dimensions. We examine the implications of negotiation tie-in - the requirement that agreements must span multiple dimensions of interaction - for the viability of multilateral cooperation, when countries are linked by international trade flows and transboundary pollution. We show that, while in some cases a tie-in rule has either no effect or can make multilateral cooperation more viable, in others it can make an otherwise viable joint multilateral agreement unstable. In Chapter 5, we examine international trade negotiations when markets are imperfectly competitive and governments use import tariffs and export subsidies to alter the strategic interaction between oligopolistic firms. Using a simple model of intra-industry trade between three ex-ante symmetric countries, we find that partial agreements involving the coordinated use of both tariffs and subsidies might be stumbling blocs against multilateral trade cooperation. We show that the introduction of an international ban on export subsidies might help to sustain global free trade. Chapter 6 contains some concluding remarks.

Managing the advertising function for established brands requires an understanding of the nature of the advertising-sales relationship. Historically, both experimental and non-experimental approaches have been used to investigate this relationship, but the impressive amount of literature in this area seems to have identified only a number of broad generalizations. In part, this is due to the inadequacies of the different methodologies and data sources that have been used, which make difficult a comparison of the reported studies for the purpose of establishing guidelines for strategic advertising management. Continuous panel-based experimental research seems to offer greater potential for providing further insights into the nature of the advertising-sales relationship. The research first investigates the appropriateness and sensitivity of a number of models in identifying and quantifying the effect of changes in advertising strategy on sales, using The Test Marketing Group's (TMG) consumer diary and scanner panel data. It is shown that the ability to identify an advertising effect, referred to as the system's sensitivity, is significantly influenced by a number of factors, and that it can be predicted from the number of purchase transactions of the test brand. By using one specific model, thirty-five advertising strategy tests are analyzed at the aggregate, panel level, in order to estimate the probability of causing an advertising effect on all panelists, and to identify factors that influence the effect. Application of this methodology represents the first consistent analysis of a collection of historical data with the objective of developing a knowledge base regarding advertising strategy making and testing. It is found the probability of causing an advertising effect does not differ between copy and weight tests, but that a change in copy carries a significant risk of causing a negative effect. Increases in weight are particularly effective in causing a positive effect for small share brands. among the tests that are analyzed there is a 37.1% probability of observing an advertising effect at the panel level, which is lower than the probability observed in the literature. Subsequent analysis of the same tests examines the effect of a change in advertising strategy at the disaggregate level, that is, on certain segments of panelists. The results of this analysis show that significant advertising effects are observed more often, thereby increasing the probability of observing an advertising effect to 60%. Thus, by applying one methodology consistently across a set of panel-based advertising strategy tests, it is possible to identify a number of empirical norms that can aid managers in determining effective advertising strategies for their established brands. This so far has been difficult to derive from reported advertising studies. It is also suggested that further insights into the advertising-sales relationship can be obtained by increasing TMG's ability to specify advertising exposure. An experimental data collection system developed and tested on the basis of this further research is presented and evaluated.

This study looks at a programme designed to influence the practice of marketing planning in small/medium sized firms and analyses the impact of marketing planning on the firms when they are provided with such a plan. The study confirms that the incidence of marketing planning in small firms is very low. The results suggest that an evaluation of the programme based only on producing a plan and then implementing it, is inadequate. The real effect of the exercise is also its impact on knowledgeability within firms. Involvement of firms in the marketing planning process increases awareness and knowledgeability of marketing planning. It is argued that the effect will result in the gradual adoption of formal marketing planning by firms. Not only does the experience increase knowledgeability, but the results also indicate that the value of marketing planning to a firm is related to knowledgeability. Firms regard the exercise as valuable if it has had a positive impact on their understanding of marketing and strategic issues. More importantly, increased knowledgeability encourages firms to implement more of the recommendations contained in a plan, which can lead to better performance. The results also indicate that the marketing consultant can have an important role in fostering strategic orientation and marketing awareness in managers of small/medium sized firms. The effectiveness of the programme depends greatly on both the performance of the consultant who prepares the plan and the way the scheme operates.

This dissertation aims to present an integrated approach to measuring and linking the variables involved in the 'export marketing standardisation-export performance' phenomenon. Drawing on the literature and primary data (exploratory study, main survey and follow-up interviews), twenty-three hypotheses are developed, simultaneously tested and discussed. Due to the magnitude of the valid sample (519 export market ventures), it was possible to use Confirmatory Factor Analysis (CFA) and Structural Equation Modelling (SEM) with Weighted Least Squares (WLS) (Curran et al., 1996). At the measurement level, this thesis tests previous measures and presents new constructs for the key elements discussed in the literature. Fourteen constructs emerged across the following topics: degree of marketing programme standardisation, export performance, and internal and external forces. At the causality level, this research study suggests that both export marketing standardisation and export performance are simultaneously affected by internal and external forces. These simultaneous relationships have never been incorporated by past empirical research. More importantly, findings suggest that past performance plays a crucial role in the determination of current export marketing strategy. Export performance must be seen not only as an outcome, as traditionally discussed in the literature, but also as an antecedent of export marketing strategy. Future investigations are encouraged to incorporate these new research directions in the study of the 'export marketing strategy — export performance' relationship. Additional guidelines are provided to stimulate future discussion and research in the field. The literature and the findings are also used to generate a number of implications for managers and public policy makers.

In this thesis we estimate and analyse several econometric models for the Brazilian trade equations. A major attention is given to the questions of stationarity and parameter instability. We test for the presence of unit roots by using the Dickey and Fuller, and Phillips and Perron tests and the Johansen procedure, and apply a error correction mechanism to the data. To investigate the question of parameter instability we use the Kalman filter in both classical and bayesian approaches and the switching regressions technique. These tests and estimations are performed using both annual and quarterly disaggregated data. We show that, in some cases, the trade equation coefficients are indeed time varying. The changes in the trade elasticities are then related to changes in the trade policy regime and to the industrial structure of the economy.

The problem of delays in product rollout becomes more unwieldy for new products that are being launched across many countries. This concern rises when firms operate in rapid technological change and high internationalisation business environments. This study aims to form an empirically based body of knowledge about rollout of new products across international markets, build strong theory and provide insights for better practice. The study focuses on both static and dynamic aspects of the management of new product rollout across international markets. The investigation considers an extensive set of variables describing the company's external and internal environment, as well as the company's action across borders. It attempts more precisely to identify: - whether timeliness in new product rollout relates to new product success; - whether companies roll out new products across their international markets simultaneously or sequentially; and - the factors that lead to delay in rollout schedules and their interaction. A six-phase research methodology was designed and implemented. These phases were: (1) a review of literature across several streams of research; (2) a pilot telephone interview study; (3) exploratory interviews in 6 companies and a preliminary cross-case analysis; (4) the refinement of methodological and theoretical framework issues; (5) an additional series of research interviews in 24 more companies; and (6) a second cross-case analysis. These were followed by the formulation of a model and the estimation of the magnitude of direct, indirect and total effects of each factor upon rollout timeliness. The main findings were: - Timely rolled-out projects were far more successful than delayed rolled-out projects. - Sequential new product rollouts were more frequent than simultaneous ones. Delays were consistently featured in the cases of sequential new product rollouts. - The main factors that lead to delay in rollout schedules were: insufficiency of marketing and technological resources, poor internal communications between the HQ and the country markets, lack of synergies in product handling by the sales force in both the HQ and the country markets, lack of synergies in customer familiarity with the product, lack of proficiency in the new product development process and a deficient product.

Perspectives on entry mode choice are broad, emphasising different tenets and variables. However, none of them has examined the impact of the Internet, which has emerged since the 1980s. The thesis aims to investigate to what extent differing Internet usage impacts on foreign market entry mode choice, the achievement of a web site and the performance of a firm. The different Internet uses include using what the technology offers to businesses, getting ready for Internet business by disseminating information online and providing online customer service, and selling products and services online. Propositions are compiled and tested by using data collected with a structured questionnaire in a survey of 569 Hong Kong firms. Some pilot case studies were conducted to motivate the construction of the questionnaire. Sample firms were selected from the Hong Kong Business Web Directory 2000 and www.yahoo.com.hk. Data obtained through the questionnaire were analysed with the use of hierarchical logistic regression and hierarchical multiple regression models. It was found that firm size does not affect entry mode choice when the Internet is used, and having previous international experience is not a prerequisite for a firm to choose equity modes. Using what the Internet offers businesses and selling products and services online have a significant negative and positive impact on equity mode choice respectively. Findings on other variables such as special abilities, market potential, investment risk, and transaction cost are all influential by the use of the Internet, but their effects are less significant. In the examination of the achievement of a web site, special abilities, having previous international experience and using the Internet to sell products and services were found to have significant positive effects; while investment risk and industry type have significant negative effects. In the examination of the performance of firms, special abilities, using what the Internet offers businesses and getting ready for Internet business were found to have significant positive effects. In comparison, transaction cost and mode type have significant negative effects. Overall, the pattern of findings suggest that Internet usage has important positive and negative effects upon entry mode choice and a range of variables concerning foreign market entry choice, at least from the sample of Hong Kong organisations. The main contributions of the present research are three-fold. First, it has examined the impact of different uses of the Internet on entry mode choice. The findings on the impact of firm size and previous international experience pose challenge to prior perspectives. When the Internet is used in firms' internationalisation, both small and large firms may follow the same pattern. Firms' previous international experience is no longer as important as in prior studies. This has implications for the ways in which prior entry mode perspectives embrace the relative new technology. Secondly, it has investigated these uses in great detail. Prior research depicts different commercial uses of the Internet. In the present research, pilot case studies and surveys were adopted to examine these uses and their impact on entry mode choice. Thirdly, a method was suggested in the present research to measure these uses.

During the 1980s and 1990s, in the area of pay, 'performance-related pay schemes' (PRP) became the ultimate buzz-word. The popularity of PRP reflected pressure from two main sources. The first was management practitioners and consultants, the second the goverments of the day. Both were reacting to what they saw as a possible cure for the ills of economic recession. In other words, the concept fitted well with an ethos of what successful companies should look like and the kinds of policies that they should be utilising. This thesis highlights the complexities of the organisation and the effects of PRP in 16 case study organisations. It argues that, conceptually, PRP can be examined with greater analytical foresight from a control perspective than from the usual starting position of whether PRP is motivational or not. In an attempt to highlight this, two processes were explored. The first process concerns the 'effort bargain'. This involves the reorganisation of work in a bid to standardise effort measurement, combined with attempts to intensify effort levels. The second is a 'process bargain' which includes a change to an organisation's administration systems. Examples include human resource management, differing systems of budgetary control and performance management which all involve subsequent changes to systems of rules, measurement and control. Importantly, it will be argued that this is not a search for control per se as simple labour process theory would predict. Representing control and reactions to it as homogeneous is dangerous and misleading, and leads to labour control systems becoming the sole focus of crisis. Rather, PRP represents part of a wider search for competitive advantage which includes restructuring and changes to the organisation. While vagueness in the objective setting process was common to many of the organisations, the research found that the changes in the companies studied here were complicated by a search for control, compliance and consent. Further, the outcomes were largely specific to each organisation, depending on the negotiation of the 'politics of pay'. Ways in which they were aiming to do this were as follows: control labour costs and their distribution, 'mass individualism' - individual but standardised contracts, flexible standardisation - the combined search for flexibility and standardisation simultaneously and management - as agents of restructuring. An important omission was made in this process, however, and this involved performance itself. In a bid to balance out the many contradictory forces, performance was actually one of the last issues to be dealt with. The research highlights why this is so. What the above implies is that faced with crisis, organisations become involved in a renegotiation of effort and systems of control. PRP is one way of achieving this in some organisations.

This dissertation aims to investigate the extent to which British Indians draw upon Asian Indian and British Caucasian cultural values in the purchase of a brown good. Drawing upon previously published research and primary data (including a field trip to India, preliminary investigative interviews, two pilot studies and the main survey questionnaire) eleven hypotheses are developed, simultaneously tested and results discussed. A sample size of 425 usable responses, made it possible to use Factor analysis, Pearson's correlation coefficient and Multinomial logistical regression (MLM). MLM's use within cross-cultural research represents an important methodological contribution to this area, as it appears not to have been used before. The eleven hypotheses in this thesis represent the culmination of an extensive literature review process and understanding of cross-cultural methodological issues. The hypotheses measure three research themes: acculturation, consumer behaviour and culture. At the causality level, this research study supports previous research that indicates culture as influencing consumer behaviour. More importantly, British Indians consumer behaviour and cultural values are similar, but in differing aspects, to both Asian Indians and British Caucasians. This finding makes a major contribution to our understanding of British Indians and culture's affect on consumer behaviour. Further research into British Indians is encouraged using participants from different socio-economic groups and geographical locations. Implications of the literature and the research's findings are used to increase awareness of multi-culturalism from both an academic and commercial perspective. Cross-cultural methodological limitations are provided, indicating epistemological issues that require further discussion if this research field is to advance.