With the phenomenon of internationalization gaining in importance, it is crucial for companies to be aware of what the internationalization process involves. An important part of the process is selecting optimal entry modes for foreign target markets. The objective of this research has been to develop guidelines to aid in such a selection. A theoretical decision model was first developed based on existing research literature. The literature, however, did not adequately address the influence of company objectives on the entry-mode selection process. To overcome this deficiency, the theoretical model was super-imposed with real-world data gathered via interviews with industry personnel actively involved in the entry-mode decision making process. This yielded the final decision framework. This framework approaches the selection process in three steps--1) elimination of unfeasible entry modes, 2) selection of objective and factor concordant entry modes, and 3) selection of the optimal entry mode for a given target market. / Master of Science

No / A study of key decision makers in a sample of large international companies explored the non-domestic market entry decision. A literature review revealed five broad external domains which held the potential to affect that decision. A series of statements was factor analysed to reveal ten more specific variables. An analysis of which variables discriminated between the decision to enter and not enter a new non-domestic market demonstrated that geocultural/political similarity, developed economy, attractive market, good market information and governmental attitude significantly affected the decision. The findings supported a marketing-strategy based theory of market entry.

The style of a communication may influence a receiver's responses as well as the message's factual, informational content. The degree to which a promotional communication attempts to control a receiver's responses can be defined as a relational and therefore a stylistic variable. This dissertation operationalizes a stylistic variable, directiveness, as the degree to which a persuasive communication instructs the receiver how to respond in terms of action, attitudes and beliefs. Directive messages attempt to limit the receiver's responses while less directive or suggestive messages encourage the reader to make up his or her own mind. Using Attribution Theory and the Cognitive Processing Model as theoretical bases, experimental hypotheses were tested involving the impact of directive versus suggestive messages on receiver responses to one-sided and two-sided communications and high and low involvement topics. Directiveness was found to have significant impact on receiver responses depending on the receiver's level of involvement. The main implication of this research is that how a persuasive communication is worded may influence a receiver's responses to what informational content is presented. / Ph. D.

This dissertation presents export decision-making information meant to complement the array of information available to wood furniture manufacturers, relevant government agencies, and marketers. It utilizes data obtained from a literature search as well as from a national survey of 947 wood household-furniture manufacturers in the U.S. and 310 manufacturers in Malaysia. Personal interviews were also carried out to support as well as to add depth to the quantitative data. This report includes a detailed look at the global export market opportunities for wood household furniture. For U.S. manufacturers, potential markets are its NAFTA partners - Saudi Arabia, the European Union, and the Pacific Rim countries. However, U.S. companies need to focus more on exporting and not be totally dependent on the domestic markets. As for Malaysian manufacturers, the U.S. will remain as the largest market for their products. However, this may change with the competition that Malaysia faces with other Asian nations such as China, Indonesia, and Thailand. Furthermore, Malaysia, a tropical wood producing country, may lose its market share if U.S. consumers start to demand environmentally friendly wood furniture products. / Ph. D.

by Lok Wing-hung. / Bibliography: leaves 70-71 / Thesis (M.B.A.)--Chinese University of Hong Kong, 1986

This study is designed as an exploratory empirical attempt to audit the effectiveness with which retail buyers select fashion wearing apparel that meets needs and wants of their constituent target markets. This study presents the retail buyer of fashion wearing apparel as the "gatekeeper" who controls the flow of apparel products through various "checkpoints" as these products move from producer to consumer, thus controlling product availability. This study has a three-fold purpose. The first is to determine if significant differences exist between retail buyers' selections (ratings) and constituent market selections (ratings) when given like; alternatives on manufacturing levels. The second is to determine whether differences exist between the extents to which department store retail buyers and specialty store retail buyers meet the needs and wants of their constituent markets. The third purpose is to determine if significant differences exist between sales performances of like and unlike retail buyer/consumer choices.

Collecting blood from repeat blood donors is cost effective and safer compared to other donor types. At the end of 2012, 84% of the SANBS donor panel were inactive or lapsed. There is a lack of research available on lapsed donors in the South African context and available research is mostly quantitative with subtle contradictions. Donors who donated blood in 2012 at fixed site donor centres in Port Elizabeth, and did not return in 2013, were studied. A descriptive analysis was done and a random sample of 78 lapsed donors were selected to participate in a face-to-face interview. Interviews were digitally recorded and transcribed. A grounded model was developed from various existing theories to seek out and conceptualise social patterns and structures of lapsed blood donors through a process of comparison. There were 10 062 donors who donated blood in 2012 and 4 923 became lapsed during 2013. Analysis of sub groups showed a higher proportion of donors who became lapsed in the following sub-categories: new donors (95%), re-joined donors (64%), black donors (63%), donors younger than 40 (61%), female donors (52%). The feedback received from the 11 participants highlighted peer pressure as the biggest motivator. Of the six communication theories applied, The Social Penetration Theory highlighted the cost-minus-benefit ratio which played a big role in a donor’s motivation and decision to return. The AIDA Marketing Model application described lapsed donor behaviour most comprehensively and it highlighted a missing step which was created as part of a Grounded Model and is called the AIDAA Model. The role and existence of peer pressure is directly linked to donor motivation and is categorised as an Action Motivator in the AIDAA Model. The new model creates additional recruitment opportunities which has not been explored and applied strategically before.

The purpose of this research was to conduct an exploratory study of the information processing utilized by incubator-housed manufacturers during channel member selection. The study included the evaluation of the decision models used by the manufacturers as well as criteria used in the selection process. The study was specifically designed to achieve the following objectives. First, the research was to identify the evaluation modes used by the manufacturers as either compensatory or noncompensatory. Second, the study was to evaluate the effect of the task on the selection of the evaluation model(s) used during the channel member selection process. Third, the study was to evaluate the effect of the selected decision strategy on the amount of information used during the decision process. Finally, the study was to identify and examine the importance of the criteria used by the manufacturers in the selection process. The methodology in this study consisted of primary research using protocol analysis as the main data gathering technique. A ranking instrument was also mailed to the respondents prior to the protocol session. The population for the study was identified as all manufacturers located in publicly-sponsored business incubators. A total of 235 incubators were in existence with approximately 47 percent of them being publicly-sponsored. Approximately 42 percent of the incubators house at least one manufacturing firm. It was estimated that there were approximately 46 manufacturing firms located in public incubators. A sample of six was used in this study. The statistical analysis included frequencies, cross tabulations, correlations, paired comparisons, and measures of association. The findings of this study suggest that the incubator-housed manufacturers' choice of evaluation models was not affected by the task nor did the selected strategy influence the amount of information used by the manufacturers. The findings indicate a need for further research to evaluate the relationships brought forth in this study. Based on the conclusions and findings of this study, recommendations for further research were given.

Customer insight is at the heart of the big data era. This revolution makesit possible to directly obtain high potential data and in large quantitiesabout customers. Thus we take note that, more than ever, a large volumeof big data is collected by companies.We observe that big data have become a necessary tool within marketing.More and more companies orient their decisions according to theinformations provided by data, with the aim of quickly having betterresults.Nevertheless, in order to integrate these big data in a better way and gaina competitive advantage, companies must face new challenges. Tomeasure and understand the impact of big data in marketing decisions,we propose, with the support of our scientific and theoretical resources, areasoning, demonstrating all the issues. Big data is increasinglyubiquitous and necessary for companies (I). Their impact in decisionsneeds to be taken into account (II) and their use is leading to amanagement revolution (III). Moreover, it modifies the close relationbetween decision and intuition. (IV). In this article, we present aperspective that study all these concepts. We close by offering a modeland a conclusion answering our problematic.

An investigation of the product life cycle concept as an instrument in marketing decision-making for selected small organisations in South Africa. The product life cycle concept is currently a dominant component of marketing theory. There is however much criticism on and doubt about the applicability of the product life cycle concept as a marketing decision-making instrument. No evidence exists of the efficacy of the product life cycle concept as an instrument to develop marketing strategy. The purpose of the study was to test the underlying theory of the product life cycle concept with the primary objective of establishing what the use and practical value of the product life cycle concept is in making marketing decisions in small manufacturing and dealer organisations. The main focus was to test the ability of marketing decision-makers in small manufacturing and dealer organisations to associate their application and use of the product life cycle concept with Kotler's assumptions on the identified marketing characteristics, described marketing objectives and proposed marketing strategies. A major finding was that small organisations tended to display a marketing knowledge level that was not in total unison with the existing marketing theory. Another important conclusion of the study was that the current product life cycle concept theory needs to be broadened to include strategies on the expanded marketing mix (people, processes and physical evidence). Apart from the different use and application by marketing decision-makers in small organisations in South Africa the product life cycle concept theory has potential as a strategic tool and a high likelihood for its future use as a marketing decision-making instrument. / Dissertation (DCom)--University of Pretoria, 2003. / Marketing Management / DCom / Unrestricted