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.

This investigation attempts to improve understanding of the behaviour of internet consumers from an empirical basis. It reports on the results of studies into decision-making processes of consumers on the internet in the context of apparel retailing. Consumers consisting of a profile sample of working female consumers, aged between 18 and 45, in the ABC1 social group, are considered in terms of their decision making processes online. These observations are contrasted with the assumptions underlying a key reference model of traditional consumer behaviour, the Consumer Decision Process (CDP) model (Blackwell, Engel & Miniard, 2001). The research arrives at several key findings. A primary finding is that there are substantive differences between internet-based and traditional decision making purchases - especially when considering consumers’ behaviour in relation to so-called sensory products. A related finding is that many of the assumptions underlying the CDP model fail to explain many aspects of observed internet consumers’ behaviours in this respect. The observed incongruence is addressed by the thesis through fundamental revisions and extensions of the CDP model. Three key changes proposed include: the introduction of the concept of overlapping stages (where two decision-making stages can occur together); the notion of varying modalities of behaviour depending on a consumer's intentions, and the possibility of a shift in modality during the purchasing process. These notions are incorporated in a proposed model referred to as the Electronic Consumer Decision Process model (eCDP).

Thesis (Ph. D.)--University of Oregon, 2000. / Typescript. Includes vita and abstract. Includes bibliographical references (leaves 128-135). Also available for download via the World Wide Web; free to University of Oregon users.

Thesis (M.B.A.)--University of Hong Kong, 1982.

The thesis examines transnational Scottish book marketing to a diasporic audience from 1995 to 2015. The study addresses the research question: what makes marketing of Scottish-interest books from Small to Medium Enterprises (SMEs) in the publishing industry successful transnationally? The data underlying the research comes from semi-structured interviews with members of publishing organisations in Scotland and members of Scottish heritage organisations worldwide, case studies of the marketing histories of economically successful books targeting the diaspora, and narrative rhetorical criticism of the online book blurbs of Scottish-interest books by Scottish publishers. The qualitative results demonstrate that the marketing of Scottish-interest books from SMEs in the publishing industry is successful transnationally when creative relationship marketing through storytelling is emphasised; icons, symbols and narratives from Scotland’s place brand are utilised; and communication of value is targeted to specific subcultures of consumption (like the Scottish diaspora) that transcend national boundaries. Adopting the definition of marketing as the communication of value of a product or service, the study analyses the influencers, characteristics, and participants of that communication. The research impacts those individuals and organisations, particularly Scottish publishing companies, who are involved in the twenty-first century Scottish book trade. The thesis recommends that to reach the diaspora audience, Scottish publishers need to make a more united effort under Publishing Scotland to approach and partner with Scottish heritage organisations; create working relationships with Global Scot (and Scottish Enterprise more generally), Scottish Development International, Visit Scotland, and Event Scotland; and become more involved in tourism events relating to the Scottish diaspora.

The thesis is focused on the creation of a plan of internationalization activities for the Brno University of Technology, the aim of which is to raise the awareness of the organization abroad, specifically at universities within the European Union. The theoretical part of the thesis introduces the individual concepts and analyzes that are furtherly used in the following parts of the thesis. The analytical part evaluates the current situation in the organization and serves as a basis for the proposals. In the proposals of the thesis, a plan of internationalization activities of the university is created.

This diploma thesis is focused on the communication mix in a Czech company operating in the field of web analytics and also on its proposed design for the B2B market in England. The theoretical part is focused on the definition of marketing, international marketing, marketing and communication mix. The analytical part is focused on the characteristics of the company, analysis of the micro and macro environment, analysis of the marketing and communication mix of the company. The last part is devoted to the design of the company's communication mix for the B2B market in England. These proposals should lead to reaching new customers and possible gaining of new customers from the already mentioned market.

The main subject of this thesis is the communication mix of selected company which is focused on the production and sale of natural and healing cosmetics and dietary supplements, as well as a proposal for an appropriate marketing communication when entering the market in Poland. The theoretical part contains important terms of marketing and marketing communication, and it presents a theoretical framework for two following parts. The analytical part is then focused on the main characteristics of the selected company and this part also deals with the processing and evaluating of the analysis of internal and external environment, current level of marketing and communication mix. The last part is devoted to the proposals of marketing communication of the company for operating on the B2B market in Poland. These proposals should lead to raising awareness of the company and its products in this market, as well as reaching out and gaining potential business partners and customers.

No description available.

The study examines attitudes toward and effectiveness of cause-related marketing initiatives in Poland. As the results indicate, the factors, which lead to the popularity and effectiveness of the cause-related marketing initiatives in the United States and the United Kingdom, lack in the Polish culture. Even though CRM is popular in Poland, it does not influence the purchase decisions. Poles do not have any expectations toward businesses in the area of corporate social responsibility. They believe that the government should take the responsibility for solving social issues, and value only the functional dimensions of the products, because their emotional needs are fully satisfied by their families, friends and religion.