This study began with the observation that international marketing research (IMR) lacked a human face. A literature search confirmed this view. The review was thus widened to include international marketing (IM) studies of culture, cognition, and communication, since they were thought to underpin all human interactions. This step, it was believed, would help clarify marketing scholars' understanding of these encounters. Analysis established that not only were there few studies in these areas, but they also focused on dyads, prediction, and control. To establish how this research had evolved in this way and how it could best be extended, an exploration of how knowledge is created followed. This culminated in my understanding that the culture in mainstream marketing circles was responsible for the lack of development of IM relationship research. A decision was therefore made to study this area from an alternative perspective to the positivist approach typically adopted. An interpretive study of small business in a developing country and their overseas buyer was undertaken to that end. In total, more than eleven months fieldwork was conducted in Indonesia. The resulting interpretation was compared to the existing IM relationship research. The literature was then again extended to examine non-marketing studies that may help explain field findings that could not be explained by existing IMR. It was suggested that IM scholars needed to question whether the values and assumptions underlying their research, are appropriate in a global context.

Market research is a crucial element in a firm’s internationalization process. Expanding into new markets comes with a variety of challenges and high risk of failure which ultimately would impact a firm’s finances negatively. In order to reduce the uncertainty of entering foreign markets, market research is conducted. It aims to collect information and thereby is supposed to help a firm’s decision- making on market entry. However, firms commonly face the issue of having either too much or too little information of a market. This study pursues to identify the information, also known as decision criteria, for Swedish manufacturing firms that seek international market development. This may give firms a superior understanding of important decision criteria when there is an information overload. In addition to that, this study investigates the sources of information which may be useful if too little information is available. Through the research approach – case study – this paper provides in-depth explanations of the how firms conduct market research. It shows that the internet is a useful tool to unveil multiple decision criteria. Moreover, networks are introduced as a source of information which previous scholars have not discussed sufficiently. Using networks complements the internet in a good manner since it information through networks is more detailed and prescriptive, as opposed to the internet which entails objective information.

O objetivo principal deste trabalho é medir e testar empiricamente a importância dos choques de oferta e demanda no vigoroso crescimento da agricultura brasileira, ao longo dos últimos trinta anos. Pressupõe-se que a agricultura brasileira tem o seu desempenho, relacionado não apenas a fatores microeconômicos ou setoriais – como tecnologia e condições específicas de mercado e apoio setorial governamental – mas também macroeconômicos: (a) políticas fiscal, monetária/creditícia e cambial e; (b) eventos de ampla repercussão econômica em âmbito nacional e internacional. Nem sempre há uma conjunção claramente favorável ou desfavorável desses fatores de distintas naturezas; assim, por exemplo, a rentabilidade de uma nova tecnologia pode ser prejudicada por uma valorização cambial. Dessa forma métodos especiais são necessários para estimar os efeitos de cada variável. Historicamente a agricultura brasileira sempre teve uma função relevante no que diz respeito ao crescimento econômico do país. A agricultura tinha que crescer em consonância ao crescimento da economia, ou seja, sem que se rompessem de forma severa o equilíbrio interno (nível de preços e grau de abastecimento) e/ou equilíbrio externo (geração de divisas necessárias para financiar importações ou pagamento da dívida externa). Tais equilíbrios nem sempre se verificam simultaneamente, e têm importantes impactos distributivos na economia de modo que: moeda supervalorizada pode ser compatível com abastecimento interno satisfatório, mas desequilíbrio externo grave; um caso como esse, por exemplo, é marcado por forte transferência de renda dos produtores para os consumidores nacionais. A hipótese central deste trabalho é que a maior parte do crescimento da agricultura brasileira, nos últimos trinta anos, pode ser atribuída a dois fatores gerais relacionados a dois tipos de choques sobre a agricultura: de demanda - originado a partir do mercado doméstico (renda) e, também, do mercado externo (taxa de câmbio) e de oferta - relacionado à produtividade do setor agrícola. Ao longo do tempo tanto a produtividade agrícola como a demanda agregada apresentaram tendência crescente; assim, entende-se que se os choques positivos (tendentes a aumentar a produção) de oferta predominarem em relação ao choque positivos de demanda (idem), a agricultura estará cumprindo com folga seu papel. Através da revisão da literatura, é realizado um levantamento sobre a participação da agricultura no equilíbrio macroeconômico do país, cujo interesse é caracterizar os cenários macro e microeconômicos da agricultura. Finalmente, estabelece-se um modelo econométrico, baseado na metodologia de Blanchard e Quah (1989), a fim de se verificar e mensurar os impactos do comportamento das variáveis macroeconômicas e microeconômicas sobre o crescimento da agricultura. Os resultados indicam que tanto os choques de oferta, como os choques de demanda, afetam permanentemente preço e produto agrícolas. As estimativas realizadas permitem concluir que a expansão do produto agrícola é explicado, em grande proporção, pelos aumentos de produtividade. A integração aos mercados internacionais foi essencial para assegurar a lucratividade e adoção contínua de novas tecnologias, que levaram a ganhos de produtividade. / The main objective of this work is to measure and to test empirically the importance of the supply and demand shocks in the vigorous growth of Brazilian agriculture in the last thirty years. We hypothesize that Brazilian agriculture has its performance not only related to the microeconomic factors – such as technology and specific market conditions and governmental support - but also macroeconomic factors: (a) fiscal policies, monetary/credit policies and exchange rate systems and; (b) events of ample economic repercussion in national and international environment. The conjunction of these factors of distinct natures may be either favorable or unfavorable to agriculture; thus, for example, the yield gain de to a new technology can be more than offset by a appreciation of exchange rate. Then, special methods are necessary to estimate the effects of each variable. Historically, the Brazilian agriculture has had a relevant role in Brazil’s economic growth. Agriculture had to grow in accordance to the growth of the economy so that internal balance (level of prices and raw material supply) and external balance (generation of foreign currency) are not severely disrupted. For instance, an overvalued currency can be compatible with satisfactory internal supply at the cost of serious external disequilibria with a strong transference of income from producers to consumers. The central hypothesis of this work is that most of the growth of Brazilian agriculture, in last the thirty years, can be attributed to two general factors related the two types of shocks on agriculture: demand - originated from domestic market (income) and, also, of the external market (exchange rate) and supply - related to the productivity of the agricultural sector. It is understood that if the positive supply shocks (tending to increase production) predominate compared to the demand positive shocks (they idem), agriculture will have fulfilled its role. An econometrical model, based in the methodology of Blanchard e Quah (1989), is defined in order to verify and to measure the impacts of the macroeconomic and microeconomic variables on the growth of agriculture. The results indicate that supply shocks and demand shocks permanently affect agricultural price and output. The expansion of the agricultural output is largely explained by productivity increases. The integration to the international markets was essential to assure the profitability and continuous adoption of new technologies that had taken the productivity profits.

Submitted by Marlene Santos (marlene.bc.ufg@gmail.com) on 2016-05-04T20:30:04Z No. of bitstreams: 2 Dissertação - Ana Caroline Dias Caixeta - 2016.pdf: 1636702 bytes, checksum: 7888ce2777585d9fd2027bdf928bea10 (MD5) license_rdf: 19874 bytes, checksum: 38cb62ef53e6f513db2fb7e337df6485 (MD5) / Approved for entry into archive by Luciana Ferreira (lucgeral@gmail.com) on 2016-05-05T13:12:58Z (GMT) No. of bitstreams: 2 Dissertação - Ana Caroline Dias Caixeta - 2016.pdf: 1636702 bytes, checksum: 7888ce2777585d9fd2027bdf928bea10 (MD5) license_rdf: 19874 bytes, checksum: 38cb62ef53e6f513db2fb7e337df6485 (MD5) / Made available in DSpace on 2016-05-05T13:12:58Z (GMT). No. of bitstreams: 2 Dissertação - Ana Caroline Dias Caixeta - 2016.pdf: 1636702 bytes, checksum: 7888ce2777585d9fd2027bdf928bea10 (MD5) license_rdf: 19874 bytes, checksum: 38cb62ef53e6f513db2fb7e337df6485 (MD5) Previous issue date: 2016-02-29 / Conselho Nacional de Pesquisa e Desenvolvimento Científico e Tecnológico - CNPq / The aim of this study was to analyze the integration of prices in the Brazilian and international market cotton considering transaction costs . For this purpose we analyzed the CEPEA and NYBOT indices, representing the national and international market cotton, respectively, from January 2000 to December 2014. With the methodology Model Correction Vector Error with Threshold (TVEC) with two regimes. The first regime corresponded to the cotton price changes in the short term, which represented 5,6% of the sample. In the second scheme, which corresponded to 60,1 % of the sample are the deviations that are influenced by short- and long -term changes . The results showed a significant presence of transaction costs in both schemes, which negatively affects the price transmission process, hindering the integration of prices in the cotton market. / O objetivo deste estudo foi analisar a integração de preços no mercado brasileiro e internacional de algodão, considerando os custos de transação. Para esta finalidade foram analisados os índices CEPEA e NYBOT, que representam o mercado nacional e internacional de algodão, respectivamente, no período de janeiro de 2000 a dezembro de 2014. Tendo como metodologia o Modelo de Correção de Erro Vetorial com Threshold (TVEC) com dois regimes. O primeiro regime correspondeu às variações do preço do algodão em curto prazo, que representou 5,6% da amostra. No segundo regime, que correspondeu a 60,1% da amostra, se encontram os desvios que sofrem influência de alterações de curto e longo prazo. Os resultados encontrados apontaram presença significativa de custos de transação em ambos os regimes, o que afeta negativamente o processo de transmissão de preço, dificultando a integração de preços no mercado de algodão.

Globalisation has taken the world by storm by opening opportunities for new markets and easier communication. The general economic climate during the last decade is one reason to this, and the impact has resulted in internationalisation as a key strategy for survival. This has affected many kinds of industries and companies, not least new venture firms. There is today a competitive market climate where companies need to have a strategic advantage to succeed. One advantage could be to increase customer value through the selection of communication channels and sales channels, which has resulted in the following research objective: The purpose of this study is to examine how international market entry decisions based on customer perceived value can affect the choice of communication and sales channel strategies for new venture firms in a B2B context. This study has been of exploratory descriptive kind where a qualitative data collection has been conducted through in-depth interviews with five gemmologists active worldwide. The results of the research were varied since the respondents had different opinions, but some conclusions could still be made. The findings suggest the use of a multiple channel strategy regarding sales channel. The study also highlights the importance of 1) Building and cherishing customer relations, 2) Looking up potential resellers or distributors, 3) Communicating a solution and not a product and finally 4) Focus on internet advertising rather than paper and television. Since this study has been of qualitative kind, one suggestion for future research is to make a quantitative study of the same study to confirm the previously mentioned findings. These findings are due to the nature of the study only implications, but a quantitative study would make them generalizable. / Globalisering är ett område som tagit världen med storm, detta genom att förenkla kommunikation och öppna möjligheter till nya marknader. Det ekonomiska klimatet i skrivande stund är en av faktorerna som har påverkat detta, vilket har resulterat i internationalisering som en viktig strategi för överlevnad. Detta har påverkat många typer av industrier och företag, inte minst startups. Dagens konkurrenskraftiga marknadsklimat medför att företag behöver ha någon slags strategisk fördel för att lyckas. En fördel kan vara att öka kundvärdet genom val av kommunikationskanaler och försäljningskanaler, vilket lett till följande syfte för denna studie: Syftet med denna studie är att undersöka hur marknadsbeslut baserade på kundvärde kan påverka valet av kommunikations- och försäljningskanaler i ett B2B-sammanhang. Denna studie har varit av förklarande och beskrivande slag, där en kvalitativ datainsamling har genomförts genom djupintervjuer med fem gemmologer som är aktiva på en internationell marknad. Resultaten av studien var varierade då respondenternas åsikter skildes, det gick dock trots detta att dra en del slutsatser. Resultaten indikerar att användning av en hybrid försäljningsstrategi vore optimal. Studien belyser också vikten av att 1) Bygga upp och värna om kundrelationer, 2) Söka potentiella återförsäljare eller distributörer, 3) Sälja en lösning istället för en produkt och slutligen 4) Fokusera på internetannonsering i stället för tidningar och tv. Då denna studie har varit av kvalitativt slag är ett förslag till framtida forskning att göra en kvantitativ studie av samma ämne för att bekräfta resultaten. Resultaten är i nuläget endast indikationer medans en kvantitativ studie skulle göra dem generaliserbara.

The diploma thesis is focused on price discrimination of a selected company operating in an international environment. The work is divided into three main parts. The theoretical part of the thesis describes the key concepts and characteristics necessary to understand the issues related to the topic of the thesis. The analytical part of the work is focused on the description of the current state of the company in selected foreign markets. The proposal part of the work used the method of multiple regression analysis and also presents possible proposals and recommendations for price discrimination in individual foreign markets with regard to the purchasing power of individual countries.

Throughout the years, different theories and models have been developed regarding multi-national enterprises' (MNEs') entry into foreign markets. One such model is the Organisational Model, identifying three different types of enterprise, each selecting a different mode of market entry during foreign market expansion. These are: massproduction enterprises, disaggregate-production enterprises and project-based enterprises. This model was based on studies focusing mainly on the US, Europe and Asia. Research indicates, however, that MNEs increasingly identify sub-Saharan Africa (SSA) as a region for possible expansion. In view of persistent risk within the SSA region, this study's focus is on determining which entry modes MNEs use when entering a perceived high-risk market in SSA. This research study focused on MNEs that have expanded or are currently expanding into a perceived high-risk country in SSA. A qualitative research design was selected, applying an in-depth case study analysis to six different MNEs two MNEs representing each type of enterprise as categorised by the Organisational Model. Semi-structured personal interviews were conducted with each participant. Each interview focused on elements relating to the MNE's perception of, and approach to selecting entry mode into, high-risk markets. Findings predominantly did not find support for the Organisational Model, indicating that MNEs entering perceived high-risk markets in SSA preferred different entry mode strategies and approached risk consideration differently. Some findings did confirm the literature, by indicating that MNEs consider country risk when entering a foreign market in SSA. / Dissertation (MCom)--University of Pretoria, 2016. / Business Management / MCom / Unrestricted

Bakgrund Intresset för friluftsliv ökar markant inom Sverige. Det finns en enorm efterfrågan på svenska outdoorprodukter som är kända för sin kvalitet, design och funktionalitet -de har ett mycket gott rykte utomlands. Internationalisering blir en allt större del i outdoorföretagens verksamheter. Trots att valet av internationell marknad är ett av de mest centrala beslutenhar det gjorts förhållandevis lite forskning på området. Det är därför av betydelse att genomföra en studie med kvalitativ metodologi som på ett djupare och mer ingående sätt förklarar de svenska outdoorföretagens strategi vid internationella marknadsval. Vilken blir nästa marknad att träda in på och varför? Syfte Syftet med denna studie är att bidra med ökad förståelse för hur svenska outdoorföretag väljer internationella marknader. Metod Denna studie är en kvalitativ flerfallsstudie där sex svenska outdoorföretag har studerats. Vidare har insamlingen av empirin genomförts med hjälp av semistrukturerade intervjuer. Studien vidtar ett hermeneutiskt perspektiv med en abduktiv forskningsansats. Slutsats I slutsatsen kan det konstateras att de svenska outdoorföretagen väljer ny internationell marknad genom olika strategier. Beslutsfattandeprocessen skiljer sig något företagen emellan, en del tenderar att vara med rationella i sina beslut, medan andra företag fattar beslut grundat på intuition. Studien undersöker företagens ställningstagande till det psykiska avståndet, i form av geografiska-, kulturella-, ekonomiska-och institutionella skillnader, där företagen är eniga. Det geografiska och kulturella avståndet har knappt någon betydelse förvalet av marknad medan ekonomiska- och institutionella skillnader kan vara direkt avgörande. De centrala egenskaper som har identifierats för att kunna expandera till en ny marknad är att ha ett starkt varumärke, erfarenhet och mänskligt kapital. Genom att besvara studiens frågeställningar uppfyller studien syftet att bidra med ökad förståelse för hur svenska outdoorföretag väljer nya internationella marknader. / BACKGROUND The interest in outdoor life is significantly growing in Sweden. There is a huge demand for Swedish outdoor products as they are known for their high quality, design and functionality - they have a very good reputation abroad. Internationalisation is becoming an increasingly important part of the companies’ operations. Although the international market selection is one of the most important decisions for them, little research has been done within this area. Therefore, it is important to conduct a qualitative study that explains the Swedish outdoor companies’ strategy in international market selection, in a deeper and more detailed perspective. Which market will be the next one to enter – and why? AIM The aim of this study is to contribute to an increased understanding of how Swedish outdoor companies select new international markets. METHODOLOGY  This study is a qualitative case study in which six Swedish outdoor companies have been studied. Furthermore, the collection of the empirical data was conducted through semi-structured interviews. The study takes a hermeneutic perspective with an abductive research approach. CONCLUSION In the conclusion it can be stated that Swedish outdoor companies choose new international markets in different ways. The decision-making process differs between the studied companies. Some tend to be more rational in their decisions, while others make decisions based on intuition. The study examines the companies’ attitude to the psychic distance, in terms of geographical, cultural, economic and institutional differences, where the companies are agreed. The geographical and cultural distance has barely any meaning for the choice of a new market, while economic and institutional differences can be decisive. The key characteristics that have been identified as crucial for the expansion into a new market, are a strong brand and brand equity, experience and human capital. By answering the research questions, the study fulfills the purpose of contributing to an increased understanding of how Swedish outdoor companies select new international markets

This study aims to explore the factors, aspects, and trends considered in the International Market Selection (IMS) process. Consequentially, it develops a deeper understanding of the challenges faced by home region oriented multinational enterprises (MNEs) during international expansion. The research question focuses on how home region oriented MNEs approach and execute market selection within the internationalization process. The importance of IMS is emphasized, as many MNEs struggle with Internationalization, and only a few achieve global presence. While previous academic literature highlighted the significance of market selection, a comprehensive model encompassing all relevant criteria on a macroeconomic level was lacking. To address this gap, in-depth interviews are conducted with practitioners and experts to gather qualitative insights. The main findings reveal that MNEs primarily face three key challenges when internationalizing and selecting new markets: Company internal aspects, product market aspects, as well as the macroeconomic situation. This thesis focuses on the macroeconomic assessment aspect and develops a holistic, transparent, applicable, and current framework: the multicriteria decision making framework. The framework bases on 53 indicators, structured according to the PESTLE model and helps selecting the right market based on macroeconomic conditions. To demonstrate the framework's applicability, a case study is conducted in collaboration with a global chemical company targeting the Latin American market. Using the framework, a clear recommendation on country attractiveness is provided. The company could leverage this information to maintain or intensify operations in high-scoring countries such as Chile, Mexico, or Brazil, while exercising caution or avoiding low-scoring countries such as Argentina or Venezuela. Accordingly, does this study not only explore behaviors and challenges faced by home region oriented MNEs but also introduce an applicable framework for IMS in the real business world. The framework's practicality makes it valuable for future research and contributions in the field of IMS.

El fenómeno de la globalización ofrece diversas oportunidades de expansión en el exterior, esto se observa en el Perú con el ingreso frecuente de nuevas inversiones de empresas extranjeras que contribuyen al PBI del país. En este proceso de diversificar mercados, el grupo empresarial de las pequeñas y medianas empresas (Pymes) buscan abrirse paso; sin embargo, se enfrenta a mayores barreras y retos. El presente trabajo de investigación tiene como objetivo analizar cómo las pymes chilenas proveedoras de servicios para la minería gestionaron su estrategia de internacionalización al mercado peruano durante los años 2015-2018. Por lo tanto, el presente estudio se divide en seis (6) capítulos, los cuales son detallados a continuación. El primer capítulo da a conocer los antecedentes de la investigación, tanto nacionales como internacionales. El segundo capítulo se centra en el plan de investigación, por medio del cual se plantea el problema y los objetivos, tanto principales como específicos. El tercer capítulo hace referencia a la metodología de investigación, en este se describe el marco metodológico el cual incluye el tipo, técnicas e instrumento, y la inmersión en el contexto. Asimismo, se detalle el propósito, la muestra de investigación, diseño y abordaje; y finalmente el procedimiento de la investigación. El cuarto capítulo se presentan los resultados, se realiza un análisis de los mismos y los hallazgos. En el quinto capítulo, se desarrolla la discusión de resultados obtenidos mediante las entrevistas de profundidad de la investigación para así encontrar las brechas. Finalmente, en el sexto capítulo se presentan las conclusiones y las recomendaciones finales de la investigación. / The globalization phenomenon offers diverse opportunities of foreign expansion to the companies; this is observed in Peru through the continuous reception of new investment from foreign companies, which contribute to the GNP of the country. In this process of market diversification, the business group involved by Small and Medium size enterprises (SME) seek to move forward; however, they face higher obstacles and challenges. This research assignment has the purpose to analyze how Chilean small and medium size enterprises suppliers of mining services manage their internationalization into the Peruvian market between the years 2015-2018. Therefore, this assignment will be divided in six (6) chapters, which are as follows. The first chapter involves the background of the investigation, both national and international. The second chapter is focused in the investigation plan in which it is set the problem and objectives, both main and specifics. The third chapter is regarding the investigation methodology in which is described the methodological framework which includes the type, techniques and tools and immersion in the context. Likewise, it is detailed the purpose, the investigation sample, design and approach to the investigation; and finally, the procedure of the investigation. The fourth chapter shows the results, also it is carried out an analysis of them and provide the findings. The fifth chapter develops the corresponding discussion of results obtained in-depth interviews and gaps. Finally, the sixth chapter shows the final conclusions and recommendations of this investigation. / Tesis