<p>Diss. Stockholm : Handelshögskolan, 1987</p>

Sweden as an international tourist destination occupies an important role in the Swedish trade industry and therefore the country’s economic development. It is therefore of importance to incorporate planning in the marketing process of Sweden to be able to keep a position on the world map as an attractive tourist destination. Tourism and international marketing of the country Sweden has shown to be of interest on a governmental level to promote the destination on a global arena. The result of this interest has led to the development of the government owned company VisitSweden, who officially is responsible to promote Sweden internationally wide as a tourist destination. The purpose of this study is consequently to analyze VisitSwedens international marketing of Sweden as a trademark. The study also aims to evaluate the company’s attitude and activities to show the importance of the company’s existence in the Swedish tourist industry. The result of the study shows that there are flaws in the marketing tools that the company use in their current communication with the international market. As these tools are the company’s main communication tools, VisitSweden are criticised not to achieve their main goals that consist of creating and marketing the trademark Sweden. The fact that VisitSweden is a governmental organisation, financed with state funds, also incorporates a certain responsibility towards the Swedish tourist industry to achieve positive results through the company’s activities. VisitSwedens effort is important and should therefore be improved and reinforced to stimulate the trademark Sweden and the international communication. Finally, an alternative international marketing campaign has been developed for the company to be used to communicate a united image and trademark of Sweden, which also could be used by tourism companies countrywide. / Sverige som internationell turistdestination har idag en betydande roll för det svenska näringslivet och därigenom landets ekonomiska utveckling. En planering inför denna destinations internationella marknadsföring är därför av vikt för att bibehålla en position på världskartan som lockande turistdestination. Turismen samt den internationella marknadsföringen av landet Sverige har även visat sig vara betydelsefull för dem som arbetar på regeringsnivå för att främja Sverige i utlandet. Ur detta intresse på regeringsnivå har således det statliga företaget VisitSweden vuxit fram och kommit att bli det företag som officiellt är ansvarigt för den internationella marknadsföringen av Sverige som turistdestination. Syftet med denna studie är följaktligen att analysera den internationella marknadsföringen av Sverige som varumärke med utgångspunkt från företaget VisitSwedens verksamhet. Undersökningen syftar till att utvärdera företagets attityd och arbete, för att påvisa vikten av företagets verksamhet för den svenska turistnäringen. Resultatet av studien visar på att det existerar brister i de marknadsföringsverktyg som undersökts och som företaget nyttjar i sin aktuella internationella marknadsföring. Då dessa verktyg är företagets huvudsakliga kommunikationsverktyg som används för att nå ut till den internationella marknaden, kritiseras VisitSweden att inte uppnå sitt huvudsakliga mål med att skapa och marknadsföra varumärket Sverige. Att VisitSweden också är en statlig organisation innebär ett visst ansvar att uppnå positiva resultat med sin verksamhet då företaget finansieras av statliga pengar samt verkar med syftet att gynna svensk turistnäring. Företagets arbete anses vara viktigt för den svenska turistnäringen, och bör således förbättras och stärkas för att stimulera varumärket Sverige samt kommunikationen på den internationella marknaden. Slutligen har det utarbetats en alternativ internationell marknadsföringskampanj som företaget kan använda för att kommunicera gemensam bild av Sverige, som även kan nyttjas av nationella turismföretag.

Abstract Thesis title: The selection of entry mode when penetrating a foreign market Author: Annica Gunnarsson  Tutor: Åsa Devine Course: Marketing, advanced level, spring term 2011, Linnaeus University   Entering a new market is always a risky business, with a big potential of failure. To research the options of entry strategy can help in determine which strategy to use. The international market of education has changed during the last years, and in Sweden we just had one big change when the introduction of tutoring fees was determined. This has forced the universities out on unfamiliar territory.  This new territory consists of competing on a much bigger market than before and the need to develop a new international marketing strategy has occurred. The research on entry modes from a manufacturing perspective is extensive and therefore this research deals with the entry modes from a service perspective. The aim of this study is to gain better understanding of the selection of entry modes from a service institutes perspective. Furthermore the research is limited to investigating the education sector and how they use entry mode when wanting to establish them on a new market. The research is done through seven different interviews. The universities are located both in Sweden and abroad. This method where chosen because the goal is to find out how the universities is enter new markets.    The findings are based on the factors that determined international marketing strategy and how the respondents have answered the questions. How the universities work with the changes they experience is also a factor in the decision making process on which international strategy to use. The main findings of the study are that the entry mode education institutes most often use is some sort of international joint venture.

Background: In June 2010, Swedish parliament decided that Swedish academia should compete with quality and introduce tuition fees for foreign students. This means that higher education will remain free of charge for citizens of EU/EEA and that third-country students will have to pay a tuition fee for studying in Sweden. Problem discussion: Managing the introduction of tuition fees is a matter of priorities among the various Swedish universities. Depending on the size and budget of the university, the concentration of the change has varied. Linnaeus University is at the moment concentrating on recruiting national students and building their brand within the Swedish boarders, ignoring the consequences that the lack of international students will lead to. We question how the university should be able to maintain an international experience for the student, teachers and researchers unless they choose to invest in international relations and internal marketing to sell their brand. Research question: What could Swedish academia do to communicate their quality of education and their brand on an international market in order to attract international students? Purpose: The purpose of this thesis is to describe and analyze how Linnaeus University, and other institutions in similar situations, can promote their brand on an international market in order to successfully maintain and communicate the core values of their brand. We also wish to inspire similar organizations to be active and work with the situation rather than approaching change with a wait and see strategy. Methodology: We have chosen to make a qualitative research with The Actors perspective. We quickly discovered that this is the ultimate method for us since we are not trying to find any absolute truth, but rather gain knowledge and understanding of how different institutions handle the same situation. To create this understanding, our primary data has been collected through discussions with representatives from various universities and governmental organizations within Sweden. Findings: Our findings are based on several factors in relation to the emerging situation out of the introduction of tuition fees. We identified two major issues regarding inactive leadership and absent decisions. We believe that this is based on the paradigm shift in global Academia, from the classical institution to an organization within a competitive market - with students as their customers. We also found a lack of experience within Swedish Academia when it comes to communication internationally in an effective and efficient manner. Both issues show the urgent necessity for Academia to learn how to communicate their brand internationally in order to successfully attract international students. Keywords: Communication, Change management, Branding, International marketing, Introduction of Tuition Fees, Swedish Academia

In this thesis we examine the issue of growth in emerging markets and in specific how MNCs can achieve growth by understanding the customer and building a solid distributor network on the example of EPLSG in the Russian market. In this context we investigate the correlation of the growth potential with institutional environment, customer behaviour, distributorship and brand equity. But let us briefly examine the structure of the thesis chapter by chapter. Chapter one explains the five main themes that structure our thesis from a theoretical and an empirical point of view. Chapter two is an account of the methodology used for the conducting of the empirical research as well as of the whole thesis. Chapter three outlines the theoretical background of the thesis while chapter four is a description of the empirical data found on the field. Chapter five is the analysis of the empirical findings and in chapter six the reader can see the conclusions and recommendations for the case company. Finally, chapter seven gives directions for further research. Overall, the authors of this thesis purport that in emerging markets an MNC can grow if it can effectively gather and analyze customer and market data as well as build appropriately a distributor network that can deliver the product to the customer and fully capture the market potential. What differentiates this thesis from other studies is the holistic appreciation of the problems that an MNC faces in an emerging market. The building of theory was based on this perspective as well as the recommendations for the case company. That is why, in chapter seven the recommendations for the case company should be read not as individual ones but as set of interconnected tactics that can allow an MNC to grow.

Two important issues regarding international market entry strategy remain largely unexplored: international launch time window (the elapsed time between product launch in the home country and launch in the focal country) and country sequence. First, I investigate the factors that drive international launch time window and its impact on the performance of new products in foreign markets. The results show that launch time window is positively associated with word of mouth, but negatively related to prelaunch advertising efforts and foreign demand potential. Second, I examine the determinants of the sequence of countries in which firms introduce new products and its impact on performance in foreign countries. The findings include that a country‘s order in the international launch sequence of a new product affects the product‘s performance in that country. Country order is negatively related to country revenues. A country‘s cultural distance (economic openness) is positively (negatively) associated with its order in the sequence. I also find that there is cross-country spillover effect - lagged revenues from other countries and lagged marketing efforts in the home country are positively related to a new product‘s revenues in the focal foreign country. The more culturally sensitive a product, the earlier culturally closer countries are in the launch sequence for that product. Based on the cross-country performance spillover effects, I recommend a launch sequence that can maximize overall performance in foreign markets.

ABSTRACT The concentration of the study is on the international marketing strategy of marketing mix for jewelry industry. The enduring existence and growth of an enterprise rely upon the persistent pursuit of above-average return. Before invading the market, an elaborate strategic plan is essential in which marketing is the drafting of a well-knit and competitive strategic ¡uplanning¡vbefore action; Sales is the ¡uexecution¡vof selling. With this manner, an enterprise is able to maintain the competitive advantage and create the satisfactory profit that marketing is a science that is to be applied in this arena. In a case study of a company called ¡§S¡¨, they moved operations to Mainland China, prior to entering the Asian Pacific¡ÐAustralian Markets. How will this move help the company become competitive by their manufacturing advantages, develop overseas channels and the setup of an effective marketing strategy which can be implemented into the practical work, will be the motivation of the research. As the outset, the study focused on the marketing mix before entering the market. A questionnaire was carried out to investigate the marketing mix Australian exemplary companies and it will be based on the current situation in the industry to match the theoretical application on the market. The interview was also employed to complement and intensify the practical experience. In order to build up a constructive marketing strategy for ¡uS¡vcompany¡¦s reference. The out come from the research are: 1. By price¡Ðquality as the segmentation variables, the market segments will be high price & high quality, middle price & middle quality and high price & high quality for the market segment of consumers. 2. By the data analysis of demographic variables indicated that the best buying power consumer who with higher income. 3. The most concerning factors¡Bmotivating factors¡Bthe product type are significant related. And the product design preferences and brand name has significant differences. 4. The places for companies and consumer shows a significant related which the companies are mainly have their own outlets/stores for distribution channels¡Fconsumers are direct buying from the stores. 5. The advertising and the way of promotion are significant differences between companies and consumers. The companies are participate international trade show or sponsorship activities as the promotion¡Fconsumer received advertising and promotion are mainly by radio or TV media. In conclusion, based on the result of this research the suggestions are: use¡uhigh value strategy¡v to enter the market at beginning¡F product type in basic design and classic design as the leading products by the short term in OEM, mid term policy in ODM markets and the version for long term will be OBM¡Fthe distribution channel will be constructively large chain stores as the retailer in the middle¡Freferring to product promotion, taking part in trade shows, and for information exchange and develop product technical ability. By centering on the target market & position and marketing mix (4P, product, price, place and promotion) respectively, the out come of the research could be the guideline of international marketing strategy to ¡uS¡vcompany for entering Australian market.

As the traditional role of corporate entities have been challenged by an increased number of demands from society, companies are no longer just legal factors intended to generate profits by supplying products or services. Instead, they are expected to play the role of responsible co-citizens of the community, taking social and environmental responsibility for the consequences of their actions. Implementing sustainable practices into business strategies is considered beneficial for both organizations and society, as it brings organizations opportunities for growth and development, as well as a more sustainable future for society. One way for businesses to ensure their responsibilities regarding sustainability issues and maintaining sustainable business practices has been depicted in the United Nation’s eight goals termed the ‘Millennium Development Goals’ (MDGs). Previous research argues that organizations must incorporate sustainable practices into their different organizational strategies such as marketing, purchasing, and finance in order to maintain organizational growth and contribute to sustainable development. This issue has become especially important in developing countries as emerging markets compose great opportunities for businesses in terms of growth and development. An emerging market and developing country providing humongous growth opportunities for businesses is Malaysia. However, limited research has been conducted connecting the concepts sustainable development and marketing strategies, and how these may lead to an accelerated achievement of the MDGs within developing countries. In order to answer the purpose of the study, a qualitative approach using open, - and semistructured interviews together with observations was chosen as the most appropriate research method. Four international firms operating on the Malaysian market participated in the study and the findings indicated that having a well-developed sustainability marketing strategy and striving for a sustainable future does bring organizations competitive advantage and growth opportunities, and thereby an accelerated achievement of the MDGs.

As intra-industry trade increases in U.S. agricultural and food processing industries, the historical agricultural trade surplus is tightening. In efforts to maintain the trade surplus a focus has shifted towards the promotion of agricultural and processed food exports among small and medium sized firms. This study intends to identify and evaluate the potential for exports among small to medium sized agricultural and food processing firms in Kentucky through a collection of survey data. The objectives of this thesis are to identify the state’s product marketing opportunities and product specifications for international exports while identifying transaction requirements for potential exports. An analysis of the constraints and challenges faced by firms in the decision to export reveals rational behavior Binary logistic regression analysis is used to identify the impact of firm characteristics, perceived marketing conditions and information constraints, and financial aspects on a firm’s decision to export. A second logit regression analyzes the impact on a non-exporting firm’s interest in international marketing opportunities. The lack of international market information, financial constraints, and risk are found to be significant factors in the decision to export and interest in foreign marketing.

The global marketplace has become highly integrated, and global competition is increasingly intense and dynamic. To be successful in this competitive and hostile environment, international firms must be able to foster and maintain successful cross-border inter-firm relationships. At the same time, service exports have remarkably emerged as a crucial component of international trade, underpinning the future growth and prosperity of national economies worldwide. Yet scholars and business practitioners alike have recognised the significant paucity of research on the performance of service exporters. Similarly, despite the recent growth in research interests in international relationship marketing, theoretical development in this area has failed to keep pace with the increase in both volume and magnitude of inter-organisational transactions across national borders. This study addressed the key research question of “What are the key factors driving the export performance of service firms?”, based on an integrated theoretical foundation comprising the resource-based view of the firm, transaction cost economics, and the relational exchange theory. The study took into account the potential role of: (1) organisational characteristics, (2) market characteristics, and (3) the governance mechanisms deployed by service firms in their management of cross-border relationships with their business clients. A multi-method research design was utilised for this research, including two main studies. An exploratory study was first conducted, involving 10 in-depth interviews with service exporters in South Australia. Drawing from the outcomes of the exploratory study and a review of the international services marketing and international relationship marketing literature, the researcher proposed a conceptual framework and a set of testable hypotheses. These hypotheses were then tested in the second research phase, in which the researcher conducted a self-administered mail survey, utilising both postal and online means. An effective response rate of 32.77%, or 254 usable responses, allowed the researcher to further analyse the data using the principles of structural equation modelling in AMOS. Thereby, the researcher identified 17 pairs of significant relationships between the variables. The research findings show that the performance of an export venture of a service firm is directly influenced by the size of the firm, their export experience, their managerial commitment, and the performance of the relationship with a major overseas client. Such relationship performance is determined by both contractual-based governance, including contractual complexity and contractual explicitness, and relational-based governance, a higher-order factor incorporating relationship trust, relationship commitment, information exchange, relationship flexibility and relationship harmony. In turn, these governance mechanisms are determined by various organisational and market characteristics. Whilst firm size, resource commitment, and assistance programs by home government influence the level of contractual complexity, contractual explicitness is determined by management commitment, competitive intensity, and the favourability of host government policies. Furthermore, relational-based governance is driven by the export experience of the firms, their managerial commitment, and the favourability of host government policies. The study contributes to advancing the scant international services marketing literature and draws further research attention to the international relationship marketing paradigm. With regards to international business practice, the study provides service exporters with an understanding on the potential role of organisational characteristics and market characteristics in their exporting success. Finally, a successful management of cross-border relationship management and governance mechanisms will also lead them to superior export performance. / http://proxy.library.adelaide.edu.au/login?url= http://library.adelaide.edu.au/cgi-bin/Pwebrecon.cgi?BBID=1379910 / Thesis (Ph.D.) -- University of Adelaide, Business School, 2010