The research purpose was to determine strengths and weaknesses of Appalachian wood products sales in Central America. In the future, there may be a greater need for international forest products in Central America due to increasing population size, tourism, and deforestation. Potential market opportunities for Appalachian forest product companies in Central America were evaluated and strategies were developed to increase exports from Appalachian wood product companies. Interviews of Central American wood products wholesalers and government and non-government officials were conducted to determine the current situation of the forest, the demand for local wood production, and potential for future production of wood products. A survey of wood products retailers and manufacturers was conducted to determine drivers and barriers of the sale of Appalachian wood products in Central America. Models were developed to describe relationships between company performance and suppliers and a series of independent variables (e.g, supplier promotion, product attributes). Results suggested that U.S. wood products companies have not put enough effort into marketing forest products in Central America. Central American wood products consumers lack knowledge of Appalachian wood products and their advantages over wood products currently used. Inconsistencies between Appalachian and Central American wood products industries (e.g., dimensions, species terminology) act as a barrier to efficient exchange of wood products. Models suggest that companies may need to focus on barriers to increase company performance. The best market strategies for Appalachian forest products companies to increase sales into Central America are: partner with local wholesalers, offer higher value-added products, maintain similar pricing with competition, and offer sales and product discounts. / Master of Science

The current literature indicates that research concerning the area of industrial interorganisational relationships (lORs) and relationship marketing (RM) in an international context is growing in size as well as importance, and is regarded by many as constituting a paradigmatic shift in contemporary marketing thought. The study of lORs, however, has suffered from empirical neglect, particularly in an international context. The extant literature is unclear concerning the development process of relationships. In particular, the antecedents of commitment in affectively committed relationships (positive attachment) and calculatively committed relationships (negative attachment) and their performance outcomes, the causes of dissolution in previously committed relationships and the impact national culture has on the process when it traverses national borders is not well understood. Therefore, the primary objectives of this study were to investigate the stages of the development process of international lORs, and to determine the level of influence national culture exerted on this process. Two stages of empirical research using a mixed methodology were conducted. The first stage of fieldwork -an exploratory case study approach -used seven in-depth interviews with UK. import/export executives in charge of relationship development within their respective companies. The first stage of fieldwork was used to examine the stages of international lOR development and the influence national culture exerts on it in order to develop a set of hypotheses for subsequent testing. Stage two -a mail survey approach was mailed to 3000 UK import/export executives and used data from 322 questionnaires to test a set of hypotheses developed from the first stage of fieldwork. The study had significant findings in three key areas. Firstly, the research identified that the antecedents of commitment in affectively and caculatively committed relationships differed significantly and furthermore, relationships based on affective commitment enjoyed relatively greater levels of performance outcomes in comparison to relationships based on calculative commitment. Secondly, the study identified the causes of dissolution in previously committed relationships in four categories: buyer factors, supplier factors, competitor factors, and environmental factors. The findings also indicated that relationship dissolution could be classified in three ways: full exit, partial exit and temporary exit, and that dissolution was influenced by the motive for commitment prior to dissolution. The period of time spent in dissolving relationships was often found to be lengthy and was influenced by five categories of factors that impede partners' speed of exit. Finally, the study applied the assumptions of Hofstede (1980; 1991) to examine the extent to which national culture affects relationship development when it crosses national borders. The findings revealed little concrete evidence to suggest that national culture has a strong influence on international business relationships. International business relationships were, however, susceptible to factors such as infrastructure barriers and political barriers that were obstacles to foreign market success. The thesis contributes to current knowledge by offering the first empirically supported model of lOR development from pre-formation to dissolution in the extant literature; principally, identifying the antecedents of effective and ineffective relationships and also the stages of dissolution when relationships dissolve. The national culture literature within the domain of Marketing, and in particular, the literature concerning lORs, is advanced by suggesting that Hofstede's (1980; 1991) cross-cultural assumptions may not impact significantly on international lORs in a manner prescribed by Hofstede. In order to achieve the primary research objectives a number of scales were operationalised including scales to measure the influence of national culture on lORs, and aspects of relationship development including a multi-dimensional scale to measure trust. The study offers a number of recommendations for practitioners, and presents a number of future research directions. These are principally, to identify the antecedents of calculative commitment (that are hitherto unknown), and incorporate variables that may legitimately act as antecedents of commitment not examined in this study.

The effect of each CSR dimension on competitiveness is in different attribute importance. ABB emphasizes the integration of its CSR policy embedded in entrire five dimensions of CSR in different practices. The strongest, firmly established evidence of a positive effect of CSR on competitiveness appears in image/reputation dimension following by financial performance and innovation. Productivity and quality appeared less storng relations with CSR dimensions. Culture, a new dimension in CSR has been identified.

In this paper, an Export Decision Support Model applied to the Czech Republic is developed, with the aim of finding export opportunities. The model functions using a filtering process in which a stream of data composed of numerous socio-economic indicators representing the world trade is analysed. For their construction, an extensive literature review was developed relying strongly on a previous EDSM targeted as well for the Czech Republic, as at the moment no explicit rule exist describing its appropriate composition. Then, if a given market, determined by its associated matrix of indicators, fulfils the conditions of the model, then it is retrieved as an export opportunity. After the model construction, it is supplied with two streams of data, for 2010 and for 2014 and, the hypothesis that for both years the output is equal is evaluated. With the intention to infer if the constructed model needs periodical recalibrations for its appropriate use. Finally, a local sensitivity analysis is deployed uncovering the behaviour of the different parameters of the model, a novel approach not yet implemented in an EDSM tailor made for the Czech Republic. JEL Classification F10, F13, F23, M31 Keywords export opportunity, entrepreneurship, international marketing, sensitivity analysis, trade Author's e-mail...

Title:Marketing mix in banking in the time of global financial crisis. Purpose:The purpose of this study is to gain better understanding of banks‟ marketing mix in the time of a global financial crisis. Theoretical framework:The theoretical framework presents a review of selected theories of marketing mix and crisis management, the focus on marketing mix in banking and marketing mix in the time of a crisis. Method:This is a qualitative research, with a deductive approach. The research has a form of multiple case study. Empirical Framework:The empirical data have been obtained through interviews and secondary data research. Analysis:The empirical data have been compared with the theoretical framework. The changes of marketing mix trough those phases are analyzed – separately for Sweden and Estonia, by doing two within-case analysis. This is followed by a cross-case analysis. Findings:The global financial crisis resulted in a two-stages crisis for Swedbank. Marketing mix has been used actively by the company while overcoming the impact of the crisis. Depending on the type of the crisis, different marketing mix elements can contribute to the battle against the crisis. The marketing mix changes over different stages of the crisis, because of both internal and external factors.

The overall aim of this research is to explore the business relationships among Russian and Polish firms. The research performed is based on the selected literature area of industrial relationships, relationship quality, negotiations, international environment. With exploratory purpose, the embedded single case study strategy is applied in this research. The empirical data is gathered through focus group discussion among five participants and seven interviews. The findings indicate that the nature of relationships among the Polish and the Russian companies is positive, fruitful and beneficial for both sides. Companies are mainly satisfied with cooperation and overall activities are managed at expected level. Problematic issues are solved successfully with the help of negotiations. The environmental factors which are identified as the main barriers and obstacles are the political climate, legal issues and infrastructure. As the Russian market and its law are complex and difficult, the Polish companies are aware of these factors and are trying to follow all demands given by the Russian companies. Finally, negotiations are provided as the measures to strengthen their relationships and to cope with all the factors, which can have negative impact, by mutual agreements and decisions. Based on our analysis and conclusions, the companies are recommended to ensure better code of business practices and to reveal more confidence among each other.

The fashion industry has become an industry with high attention, and in recent years Swedish fashion has become a strong name internationally. At the same time, it is a competitive industry where smaller fashion companies are competing with big clothing chains. For these actors it is important to internationalise and enter foreign markets to be able to grow. This requires resources and capital that many of the smaller fashion companies today is missing; market knowledge, export knowledge and commercial knowledge.  This makes it interesting to see what factors are important for smaller Scandinavian fashion companies to succeed in establishing on the international market. The purpose of this dissertation is to evaluate and analyze conditions for three smaller Scandinavian fashion companies' internationalisation process. The study is based on case studies of these fashion companies. Theories have been chosen according to the background. These highlights the importance for companies to have knowledge of their market, and how internationalisation is a process of knowledge in which they learn something from each step. Furthermore, how companies in some cases follow a particular pattern and how the establishment can be done in specific steps. It may be important to develop relations with actors in their environment.  By different theories, the authors have designed an assumption about what is important for the smaller fashion companies.  In the dissertation we have found that the most significant and important factors are collaborations, available resources internally or externally, and to have knowledge of the market. The expansion of the business as a foreign establishment means that companies need to seek help outside their organization to succeed internationally.

As a result of the rapid globalization process and growth of competition, companies are fostered to expand in the international markets in order to maintain competitive advantages and keep on growing. The thesis focuses on the concepts of networking and environments which are perceived to be major factors for the internationalization process. The aim of this study is to examine the significance of networking and environmental issues for the internationalization process in the Lithuanian market. The study is carried out in the context of Born Global companies. The theoretical framework of this thesis focuses on three main points. The first approach considered within the literature review is the internationalization process. The following one is networking, considering formal and informal networks in particular. The last approach of importance for the thesis involves environmental factors regarding a particular country’s market. This theoretical framework guides the reader through the collection and analysis of empirical data, as well as concluding thoughts for the study. The single case study of the selected company from Halmstad was carried out by employing a qualitative research method. Semi-structured personal interviews enabled the author to collect the empirical data which was supplemented with the secondary data received by using web sites, documentation and scientific articles. The results of the case study indicate that networking and environmental issues influence to a considerable extent the internationalization processes. Moreover, the significance of informal networks was emphasized in particular. However, the study has not shown the obvious evidence that environmental factors affect a company’s performance within the Lithuanian market considerably. The single case study enabled me to give practical implications for a real case, considering the introduction of a particular product into the Lithuanian market.

The traditional internationalization theories suggest that the process of going international is gradual. Recent theories about “born global” firms state they internationalize from the day they are founded or shortly thereafter. TAT (The Astonishing Tribe) is a small but growing Swedish software technology and design company and a “born global” company. TAT has a small number of very large companies as their customers, which could be unsafe if they were to lose one of these important clients. The strategic states model show the need for different combination of competitive edges and presents optimum strategies to reach high performance. To move to a more desirable state in the model the theory of customer capitalism is suggested in this thesis. The theory is supposed to make the customer “lock on” to a corporation for a win-win long term relationship. Two aspects of the theory that are more distinguished than the four others has been identified, these being relationship and developer.

For years companies have fashioned communication strategies based on print, radio, and TV to broadcast their message. But times are changing. This is the Internet era and this, together with the fact that consumer electronics business has exploded in the recent years and that new digital technologies have produced offspring, have lead to more media opportunities than ever before. One of the latest inventions in interactive media technology is podcasting. It seems like podcasting is here to stay and it is time for forward-thinking marketers to start looking at podvertising. Our purpose is to examine the attitudes towards international ad-spots in podcasts among Swedish podcast users. This we do by asking the research question ‘Is the use of international ad-spots in podcasts a viable marketing strategy in the Swedish market? Why?’ Based on our theoretical framework, we have identified aspects about advertising in general, podvertising and attitudes towards them both. We have also identified aspects that show how attitudes differ among age cohorts. These aspects were then tested on Swedish podcast users. We can conclude that there are both advantages and disadvantages for international companies that wish to use international ad-spots in podcasts as a marketing strategy in Sweden. Most podcast users are young and do not like advertising, especially not advertising in podcasts. They rather search for information themselves; hence infomercials in the form of podcasts could be a better alternative for companies to use to attract the younger audience. Generation X was less negative to the thought of being exposed to international ad-spots in podcasts and this could indicate that international ad-spots could be a part of a strategy when targeting this generation. However, if you consider the fact that international ad-spots are either standardized or adapted to the country where they were produced, the effectiveness of them can be questioned.