Over the past decades, globalisation dynamics have experienced a shift in regard to their driving economic sectors. At the beginning of the 21st century, the global economy will no longer be primarily driven by manufacturing companies but by companies in the service sector. Among them are large retail companies that, with their demand-driven supply chains, organise the global economy to a significant degree. The retail sector represents a particular case within internationalisation dynamics. With its special characteristics and logics it poses special challenges to internationally expanding companies. This is reflected in the facts that the intensive expansion phase of retail trade began relatively late compared to other sectors and that the sector’s level of internationalisation is still comparatively low. This paper focuses on two aspects of retail internationalisation that are underrepre-sented in research. (1) International expansion is by no means the final stage of international economic integration. Coe and Wrigley (2017) speak of a new era of globalised distribution, characterised by, among other things, the concentration of leading retailers on their strong foreign markets and the withdrawal of their operations from other countries. However, our understanding of these dynamics, their drivers, and their effects is inconsistent. This dissertation contributes to closing this gap and brings a new empirical perspective into the research literature by discussing the perspective of the market of inward for-eign direct investment (FDI). This is novel as, until now, research in this area has largely been based on the view of internationalizing companies’ Western home markets. In addition, this dissertation adds a new level of investigation through the exhaustive examination of a market (for the sub-sector of grocery retailing). (2) Beyond the import of financial capital, potential knowledge transfers into the local economy are an important argument for opening up to FDI. The extent to which the knowledge base of an economy is actually improved and upgrading processes of local companies are driven by the entry of a transnational company (TNC), seems to depend strongly on the degree of a TNC’s local embeddedness. This varies according to the sector and the corporate strategy. We know very little about knowledge transfer and up-grading in the context of internationalisation processes in the retail sector, as the discussion on cross-border knowledge transfer through FDI and the discussion on the internationalisation of the retail sector have so far largely been conducted separately. This dissertation contributes to the connection of these research strands. In this respect, it helps to correct the ‘production bias’, the strong orientation of the scientific discourse on knowledge transfer and upgrading towards the manufacturing, technology-intensive industry. The overall goal of the dissertation is to make an empirically derived contribution to research on retail internationalisation and its local effects in emerging markets from the perspective of relational economic geography. The dissertation addresses the dynamics, drivers, decision-making processes, and traces of FDI in the retail sector. In addition, it examines horizontal and vertical knowledge transfers and the upgrading processes of local suppliers of fresh food triggered by FDI. The study is based on the global production network-approach (Henderson et al. 2002), which conceptualises TNCs as networks whose subsidiaries are embedded in a particular context. The global value chain-approach (Gereffi et al. 2005) and the concept of up-grading, which is discussed in its context, are used as a framework for analysis. This approach is helpful to analyse the mobility of actors within a value chain toward a more advantageous position and the role of buyer companies in these developments. The dissertation combines the GVC research with the literature on (local) knowledge transfer. It uses the distinction between explicit and implicit knowledge developed by Polanyi (1958) to analyze the extent to which knowledge is transferred by FDI across national borders. Thus, the dissertation contributes to the link between GVC/GPN research and research on international knowledge transfer/the local acquisition of skills, which has been largely lacking. The dissertation uses the regional example of Turkey. The country stands as an example for the group of emerging countries. Due to dynamic economic development and significant FDI inflows, it represents a suitable and interesting case in the context of this thesis’s research interest. To gain a deeper understanding of the internationalisation dynamics of the retail sector, including their drivers and effects on local economic development, the study follows a qualitative research approach. The analyses are based on data collected in guideline-based, qualitative interviews. A total of 71 semi-structured interviews were conducted in Turkey between summer 2015 and spring 2016. Among the interviewees are 32 managers of transnational and local food retailers, 28 managers of supplier companies of fresh fruit and vegetables, and 10 experts of the retail and agricultural sector in Turkey. The study shows current dynamics and drivers of the retail sector’s internationalisation processes. At the beginning of the new millennium, the investment trend in Turkey reversed and foreign divestments (FD) started to dominate the sector. In the meantime, all transnational food retailers have divested from the market. This development illus-trates the dynamics of the new era of retail distribution to an extent not previously described. The actors in the (former) host market emphasise the defensive character of this FD. They see the operational challenges and the inability or unwillingness of the TNC to adjust to the market as reasons for the failures in the foreign market. This assessment contradicts the statements of the management in the TNC's home markets and partly also the scientific literature, which is mainly based on interviews with these actors. They emphasise the offensive character of FD. By bringing together the perspec-tives of the host- and the home market a holistic picture of the decision-making process behind FD emerges. It shows that the divestment decision is not only the reversal of an expansion decision, but follows its own logic (see Figure 8 on page 72). The dissertation demonstrates that foreign retailers import company-specific re-sources from their corporate networks into the host market and thus influence the development of the local retail sector. Comparing the results of this work on the channels of horizontal knowledge transfer with the results of the literature subject to a produc-tion bias, it becomes clear that demonstration and imitation effects are of particular importance due to the high visibility of retail practices. However, despite the compara-tively low-tech nature of retail, transfer processes go far beyond demonstration and imitation. All transfer channels discussed in the literature on the manufacturing sector are relevant to retail. The transfer of implicit knowledge takes place in particular through joint ventures/acquisitions and the fluctuation of personnel. The study further reveals vertical knowledge transfers from foreign retailers to local suppliers of fresh fruit and vegetables and shows that TNCs proactively shape the de-velopment of their suppliers in the host market. Motivated by an initial lack of adequate suppliers, transnational retailers are proving to be an important driver for the moderni-sation of this supplying industry. The deep (purchasing) network embeddedness of re-tail favours knowledge transfer through backward integration. In order to remain a permanent part of the modernizing supplier network, suppliers must vertically inte-grate functions up and down the value chain, including agricultural production. This is driven forward by retailers through direct involvement and through the targeted selection of suppliers. After TNCs withdraw their capital from the host market, the knowledge of the subsidiaries, in former employees and incorporated in established practices, remains in the host market. The dissertation shows that local companies that take over the TNCs’ subsidiaries use this knowledge in different ways. The successful among them develop hybrid business strategies. They use the TNCs' company-specific knowledge, in particular purchasing practices. But they also bring their local resources into the company which is particularly expressed in a deep sales-side network embeddedness and speed in decision-making processes. The dissertation makes conceptual contributions at various levels. First, it illustrates the broad spectrum from localisation to internationalisation within which the processes summarised under the term globalisation are classified. Localisation processes seem to overlap with internationalisation processes, especially when internationalisation is driven by market seeking motives, which are often central in the service sector. The dis-sertation further expands the research literature by linking the literature on retail internationalisation with the literature on local knowledge transfer in the context of FDI. It thereby contributes to a better understanding of the role of TNCs in the dissemination of knowledge in global networks or chains and the formation of local capabilities. Detached from the transnational and sectoral context, the study establishes causal links between FDI and local effects by providing insights into mechanisms of knowledge transfer that remain hidden in quantitative research. The work moreover contributes to the literature on upgrading in GVCs by refining the upgrading concept for the specific context of the agri-food sector. The results of the dissertation are of applied relevance for both actors from emerging countries receiving FDI and for managers of transnational retail companies. One of the most important findings for actors from FDI-receiving economies is that FDI in the re-tail sector can also be a constructive force. A certain degree of target compatibility can create advantages for all parties involved. Local retailers can acquire knowledge from international retailers operating in the country. The dissertation shows retail managers how they can make use of this possibility. It also shows managers of local suppliers of fresh food how they can take advantage of upgrading opportunities through cooperation with foreign retailers and how they can secure themselves a place in the supply network in the long term. The dissertation further provides orientation for managers of transnational retailers in their entry into foreign markets. It gives insights into how to actively embed in the host country in the context of cross-border expansion and which factors should be taken into account when deciding on a FD.

International entrepreneurship is a prominent phenomenon in contemporary research, because of the ease of internationalisation for companies. Start-up hubs in Europe are booming and especially web-based tech companies internationalise quickly. This new type of company, which internationalises almost immediately after foundation, is called born global. Research showed that despite the interest in born global tech start-ups, there is no representative model visualising the process of their internationalisation. Therefore, secondary research is conducted, as well as empirical research in the form of qualitative interviews with three representative, successfully internationalised tech start-ups from Europe. These companies are the music streaming service Spotify, social marketing SaaS Facelift and business management SaaS Ivy. The internationalisation factors resulting from this research can be divided into a preparation phase, possible strategy development and an implementation phase. Within these phases, factors are separated into company- internal and external influences. Based on these findings, a new model on the internationalisation process of web- based tech start-ups is developed. / Internationell entreprenörskap är ett framstående fenomen inom modern forskning eftersom det blir enklare för företag att expandera över nationsgränserna. Startup-hubbar växer fram överallt i Europa och framförallt webbaserade techbolag är snabba med sin internationaliseringsprocess. Det handlar huvudsakligen om en viss typ av företag som kallas för born global, vilket innebär att bolaget börjar sälja sina produkter eller tjänster internationellt direkt efter grundandet. Forskning kring ämnet visar att det finns ett stort intresse för denna typ av företag men inga representativa modeller som visualiserar processen bakom deras internationalisering. Därför genomfördes sekundär forskning samt empirisk forskning i form av tre kvalitativa intervjuer med representanter från framgångsrika och internationella tech startups från Europa. Undersökningen ledde till upptäckten av olika faktorer som påverkar internationaliseringsprocessen. Dessa faktorer kategoriseras som interna eller externa påverkningar på företaget. Internationaliseringsfaktorerna kan delas in i tre faser - förberedelse, möjlig utveckling av strategi och implementering. Baserat på dessa resultat har en modell om internationaliseringsprocessen för born global tech startups utvecklats.

The internet has transformed the way people sell and buy goods and services. E-commerce is a fast-growing industry with low barriers to entry, making it easy to start an e-commerce business – but scaling it is a whole other matter. One common scaling method is international expansion. However, young e-commerce companies often lack strategy and process when expanding internationally. This ad hoc approach results in missed opportunities, waste of resources, and sub-optimal operations for the company. This thesis examines the process of internationalisation for e-commerce companies and what factors contribute to its success, with the aim to provide a model that can guide companies through the whole internationalisation process. Qualitative data has been collected from interviews with experts in the field and a case study of an e-commerce scale-up. Together with a literature review, this data is synthesised into an internationalisation model, built upon the three guiding principles of being customer-centric, iterative, and resource-efficient. The model consists of a series phases, from pre-launch to maturing, with an iterative component that entails a shift of strategy from replication to increased localisation of the business model. Operational results indicate to which degree localisation is necessary. Internationalisation is a complex process, and any detailed model explaining internationalisation quickly becomes complex as well. Therefore, in order to facilitate the practical application of the model for businesses, a conceptual prototype of how the international model could be translated into a digital format is developed and evaluated. As a result, e-commerce firms now have an interactive tool that empowers managers to make more accurate and effective business decisions when it comes to both international expansion strategy and also tactics, due to its action-oriented design. Considering that there is little research that provides explicit advice for young e-commerce firms pursuing internationalisation as a growth strategy, and even less when it comes to the development of a digital business tool, this thesis contributes to filling this research gap. / Internets uppkomst har förändrat hur människor säljer och köper varor och tjänster. E-handel är en snabbväxande bransch med låga inträdesbarriärer, vilket gör det enkelt att starta ett e-handelsföretag – men att skala den är en helt annan fråga. En vanlig tillvägagångssätt för att skala är internationell expansion. Dock saknar ofta unga e-handelsföretag en strategi och process när de expanderar internationellt. Denna ad hoc-strategi resulterar i förlorade möjligheter, resursslöseri och suboptimal verksamhet för företaget. Detta examensarbete undersöker internationaliseringsprocessen för e-handelsföretag och vilka faktorer som bidrar till dess framgång, med syftet att tillhandahålla ett ramverk som kan vägleda företag genom hela internationaliseringsprocessen. Kvalitativ data har samlats in från intervjuer med experter inom området och en fallstudie av ett tillväxtbolag inom ehandeln. Tillsammans med en litteraturstudie syntetiseras dessa data till ett internationaliseringsramverk, som baseras på tre vägledande principerna: att vara kundcentrerad, iterativ och resurseffektiv. Ramverket består av en serie faser, från förlansering till mognad, med en iterativ komponent som innebär ett skift av strategi från replikering till ökad lokalisering av affärsmodellen. Operationella resultat indikerar till vilken grad lokalisering är nödvändig. Internationalisering är en komplex process, och varje detaljerad ram som förklarar internationalisering blir också snabbt komplex. För att underlätta den praktiska tillämpningen av ramverket för företag utvecklas och utvärderas därför en konceptuell prototyp av hur det internationella ramverket skulle kunna översättas till ett digitalt format. Som ett resultat har e-handelsföretag nu ett interaktivt verktyg som ger chefer möjlighet att fatta mer precisa och effektiva affärsbeslut när det gäller både internationell expansionsstrategi och, på grund av prototypens handlingsorienterade utformning, även taktik. Med tanke på att det finns lite forskning som ger explicita råd till unga ehandelsföretag som strävar efter internationalisering som en tillväxtstrategi, och ännu mindre när det kommer till utvecklingen av ett digitalt affärsverktyg, bidrar denna avhandling till att fylla detta forskningsgap.

Studies of internationalisation have largely overlooked developing countries with high levels of legitimate informal entrepreneurship. Consequently, this article analyses the internationalisation of Informal African Firms (IAFs) from a network perspective. We undertook in-depth case studies of 14 informal smaller firms in two major enterprise clusters in Ghana. Our findings show that half transacted business in five to seven foreign markets, and more than half sold abroad within three years of inception. The study illustrates the different network ties that influence passive and active internationalisation strategies with evidence that these IAFs developed buyer networks through customer referrals and foreign customer walk-ins to the firm. Overall, we provide a comprehensive understanding of the triggers that initiate international business activities by IAFs so contribute to current theorising noting implications for management practices and policymaking on this important but hitherto, under-explored issue.

This study is concerned with the concept of internationalisation as a tool for disadvantaged minorities to affect change in their situation. This phenomenon has been studied widely with respect to authoritarian regimes and later on with liberal Western democracies. The current study has focussed on the state of Israel and the situation of its Palestinian Arab minority to investigate the origins and purposes of internationalisation, the extent to which these efforts have achieved the objectives that were set, and whether this process is in any sense capable of achieving them. The analysis shows that the internationalisation process whereby the Palestinian Arab citizens of Israel sought to reclaim their rights by invoking the support of the international community has emerged in the 1950s. It came to be perceived as necessary because internal legal and political processes were understood to be insufficient to achieve any redress for their grievances. The Arab leadership in Israel articulates internationalisation as a strategy designed to invoke the norms of democracy to question the conduct of successive Israeli governments, and counter the narrative offered by them on the world stage. The internationalisation strategy is seen to undergo a profound transformation from public memoranda, to civil and legal advocacy by invoking international conventions and treaties and finally to personal diplomacy. The results show that it is not a zero sum game; it is an especially effective method in different ways and with varying degrees of success. It created an extension of the critique of Israel’s treatment of Palestinians in the Occupied Territories to its Palestinian minority. Using the international law in the modality of legal advocacy to compel the Israeli state to adhere to the commitments it had made by acceding to an international convention, proved more effective than mere political pressure. Another factors such as the nature of the claims, geopolitical circumstances, global momentum, and domestic politics are crucial as well for the success of the internationalisation. Yet, Israel’s response varied in particular cases to minimise external critics, and its respect for the international law was uttered by utilitarian justification to protect its reputation. The application of the social constructivist boomerang-spiral model to the process of internationalisation is deemed to be a particularly effective instrument to explore both the potential and the limits of the process of compelling the Israeli state to conform to internationally supported norms. The results of this study demonstrate that the construction of the state’s identity as a Jewish and concerns over national security are potentially in conflict with the egalitarian democratic norms that it claims to be governed by. The implications of these two elements for the operation of the Israeli state has resulted in a failure to fully integrate its Arab citizens. The Nation-State Law of 2018 reinforces the legal and systematic discrimination against the Palestinians in Israel and explains why internationalisation has not been successful. 443 It is the first comprehensive investigation into a selected series of case studies that document international appeals made by Israel’s Arab elite due to three chronological periods: 1948-1979, 1992- 2013 and 2015 onwards. On a theoretical level, it is the first time that the spiral model has been tested in the context of Israel and its Arab minority. This can serve as a strategic information source for Arab MKs, NGOs and Israeli decision makers.

Ce mémoire analyse l’encadrement juridique et institutionnel des contrats d’État, qui sont à l’origine des contrats innommés caractérisés, non pas par leur objet, mais par les parties qui les contractent — un État et une personne privée ressortissante d’un autre État. Le but de la présente étude est de trouver une solution aux enjeux de déséquilibre entre les parties et de manque de prévisibilité qui affectent les contrats d’État. Cette recherche de solutions sera faite à travers l’analyse de trois théories : le rattachement à un ordre juridique précis, l’uniformisation des normes internationales encadrant les contrats d’État, et la création d’une nouvelle institution pour trancher les litiges concernant les contrats d’État. Nous étudierons alors, dans un premier temps, les solutions fournies par les doctrines internationaliste et contractualiste afin d’analyser leurs points forts et leurs lacunes. L’observation de ces lacunes nous permettra ensuite de rechercher leurs éventuelles solutions dans la jurisprudence interne et internationale. Comme nous le verrons, ces solutions, notamment celles fournies par l’arbitrage international, présentent des limites importantes du fait de ce choix de mode institutionnel. Nous analyserons donc dans une dernière partie si le choix d’un nouveau système institutionnel — comme la CMI de l’Union européenne ou les Cours de Commerce International — permettrait de pallier ces limites et d’accroitre la prévisibilité dans la résolution du litige, ainsi que d’équilibrer la relation contractuelle. / This thesis analyzes the legal and institutional framework of State contracts, which are originally unnamed contracts characterized, not by their object, but by their contracting parties — a State and a private person, national of another State. The purpose of this study is to find a solution to the issues of imbalance between the parties and lack of predictability that affect State contracts. This research will be carried out through the analysis of three theories: the categorization of state contracts in a specific legal order, the unification of international rules governing state contracts, and the creation of a new institution to settle disputes concerning state contracts. We will first study the solutions provided by the internationalist and contractualist doctrines in order to analyze their strengths and weaknesses. This will then enable us to seek their possible solutions in domestic and international jurisprudence. As we will see, these solutions, particularly when they’re provided by international arbitration, have significant limitations. In the final chapter, we will analyze whether the choice of a new institutional system — such as the European Union's MIC or International Commercial Courts— would make it possible to overcome these limitations and increase predictability in the resolution of the dispute, as well as to balance the contractual relationship.

No / This chapter analyses the how, who, where and why of rapid rise in intra-regional investment by companies from ASEAN since 2009. The chapter analyses the push and pull factors of intra-regional investment in ASEAN, the resulting patterns of foreign direct investment (FDI) and the accompanying rise of strong regional players. The region’s FDI landscape is changing in terms of investment sources, players, FDI trends and dynamics of the region. This trend is strongly affected by stepped up efforts by ASEAN governments to encourage their national companies to invest in the region and the influence of the ASEAN Economic Community. Regional integration and emerging business opportunities are providing an impetus not seen before in driving intra-regional investment. As more ASEAN companies position and prepare for AEC 2015, this intra-regional investment wave is likely to gather force. The chapter lists the regional and global ‘footprint’ of the top 50 largest ASEAN companies by revenues. The thus identified companies include companies operating in oil and gas, mining, agri-business, telecommunications, food and beverages, manufacturing, banking, power generation, infrastructure, real estate and healthcare services.

Firm competitiveness is no longer an industry-specific or regional phenomenon, but it has evolved to have global impacts. The increase in intensity of regional and international competition, ineffectiveness of regional development policies and models has led to the focus on regional economic development. In particular, a focus on industrial cluster promotion, both in developed and developing countries has proliferated owing to their increased success as a sustainable source of economic growth and development. Industrial clusters are a geographically proximate group of inter-connected companies and associated institutions in a particular field, linked by commonalities and complementarities. In addition to industrial cluster formation, firms can also maintain competitiveness through internationalisation. Internationalisation ensures that firms are able to serve many markets from existing manufacturing bases without having to establish production plants in other markets. It reduces the over dependence on domestic markets and business risks associated with dependence on one market. This study identified industrial clusters for the North West Province (NWP) of South Africa using the Structural Path Analysis (SPA) method, as a strategy to enhance firm competitiveness. It contributes to the methods to identify industrial clusters by applying the Power of Pull (PoP) method to prioritise the number of clusters for the NWP. The ten identified industrial clusters and their respective PoP rankings were (i) communication; (ii) real estate; (iii) grain mill, bakery and animal feed products; (iv) building and other construction; (v) basic metal products; (vi) other food products; (vii) agriculture; (viii) non-metallic mineral products; (ix) trade; and (x) dairy products. This study identified the most important centres, in terms of the most contributions to output, employment and profit at the local municipal level across all the ten identified clusters. These centres were Madibeng, Rustenburg, City of Matlosana, Mafikeng and Ditsobotla. This indicates that efforts to stimulate cluster formation in this sector should be focused in these regions. This study also determined whether any association exists between the identified industrial clusters‟ products and services and the realistic export opportunities according to the DSM for products and the DSM for services. Four of the six product clusters were found to have REOs according to the DSM for products, namely grain mill, bakery and animal feeds products, agriculture, non-metallic mineral products and the basic metal products clusters. In terms of services, only two service clusters, namely communication and building and other construction services clusters, were found to have with REOs according to the DSM for services. This study further demonstrated the effects of industrial cluster formation on the regional economy, using social accounting matrix (SAM) multipliers. SAM multiplier analysis was used to demonstrate the output, employment, employment income and gross domestic product (GDP) supported by cluster formation for the NWP. The supported activity for the agriculture and trade clusters was less than the actual activity. The following clusters‟ supported activity was greater than the actual activity; communication; real estate; grain mill, bakery and animal feed products; building and other construction; basic metal products; other food products; non-metallic mineral products; and dairy products. The identified industrial clusters‟ REOs were explored further to provide more details on the products or services identified as having REOs. In addition, the countries to which the identified REOs (products and services) can be exported were discussed. In terms of product clusters identified to have REOs, the export potential values, cell classifications and market accessibility index scores were discussed. In terms of the service clusters identified as having REOs, countries, market access, market openness, import demand and cell classifications were discussed. / PhD (International Trade), North-West University, Potchefstroom Campus, 2014

Firm competitiveness is no longer an industry-specific or regional phenomenon, but it has evolved to have global impacts. The increase in intensity of regional and international competition, ineffectiveness of regional development policies and models has led to the focus on regional economic development. In particular, a focus on industrial cluster promotion, both in developed and developing countries has proliferated owing to their increased success as a sustainable source of economic growth and development. Industrial clusters are a geographically proximate group of inter-connected companies and associated institutions in a particular field, linked by commonalities and complementarities. In addition to industrial cluster formation, firms can also maintain competitiveness through internationalisation. Internationalisation ensures that firms are able to serve many markets from existing manufacturing bases without having to establish production plants in other markets. It reduces the over dependence on domestic markets and business risks associated with dependence on one market. This study identified industrial clusters for the North West Province (NWP) of South Africa using the Structural Path Analysis (SPA) method, as a strategy to enhance firm competitiveness. It contributes to the methods to identify industrial clusters by applying the Power of Pull (PoP) method to prioritise the number of clusters for the NWP. The ten identified industrial clusters and their respective PoP rankings were (i) communication; (ii) real estate; (iii) grain mill, bakery and animal feed products; (iv) building and other construction; (v) basic metal products; (vi) other food products; (vii) agriculture; (viii) non-metallic mineral products; (ix) trade; and (x) dairy products. This study identified the most important centres, in terms of the most contributions to output, employment and profit at the local municipal level across all the ten identified clusters. These centres were Madibeng, Rustenburg, City of Matlosana, Mafikeng and Ditsobotla. This indicates that efforts to stimulate cluster formation in this sector should be focused in these regions. This study also determined whether any association exists between the identified industrial clusters‟ products and services and the realistic export opportunities according to the DSM for products and the DSM for services. Four of the six product clusters were found to have REOs according to the DSM for products, namely grain mill, bakery and animal feeds products, agriculture, non-metallic mineral products and the basic metal products clusters. In terms of services, only two service clusters, namely communication and building and other construction services clusters, were found to have with REOs according to the DSM for services. This study further demonstrated the effects of industrial cluster formation on the regional economy, using social accounting matrix (SAM) multipliers. SAM multiplier analysis was used to demonstrate the output, employment, employment income and gross domestic product (GDP) supported by cluster formation for the NWP. The supported activity for the agriculture and trade clusters was less than the actual activity. The following clusters‟ supported activity was greater than the actual activity; communication; real estate; grain mill, bakery and animal feed products; building and other construction; basic metal products; other food products; non-metallic mineral products; and dairy products. The identified industrial clusters‟ REOs were explored further to provide more details on the products or services identified as having REOs. In addition, the countries to which the identified REOs (products and services) can be exported were discussed. In terms of product clusters identified to have REOs, the export potential values, cell classifications and market accessibility index scores were discussed. In terms of the service clusters identified as having REOs, countries, market access, market openness, import demand and cell classifications were discussed. / PhD (International Trade), North-West University, Potchefstroom Campus, 2014

This thesis reports research in the Country-of-Origin (COO) area of international business, into the postulated phenomenon of Negative Image. Image has been regarded as a potential purchase decision influencing factor but to date not investigated in-depth. Research was carried out in the business to business area, across cultures and between developed and developing countries, using an example from Zimbabwe. The primary research methodology comprised semi-structured elite interviews with Zimbabwean footwear exporters and UK footwear importers. A questionnaire incorporating sections on topics related to the international image of manufactured goods exporters based in Third World countries was also administered to the UK footwear importers. This dealt with political, commercial and image aspects of importer-exporter relationships and also addressed directly the issue of Third World businessmen's image. Results from the field work demonstrate that the Negative Image of Third World manufactured goods exporters directly affects importer decision making and that Negative Image has an exclusively negative impact. Data from inductive analysis of interviews and supporting correlations arising from the questionnaire were used to construct a model of the relationships and formalise the concepts and constructs of Negative Image. These included disparities in exporter and importer expectations of quality, price, delivery and performance. In addition unreliability, inefficiency, professionalism, lack of both marketing skills and social conversation contribute to the phenomenon. A potential conflict was identified at the individual level between personal and professional perspectives and a reciprocal Negative Image of importers was identified from the Zimbabwean exporters' perspective. Suggestions are made regarding the key factors in exporter-importer relationship development and conclusions are then drawn suggesting that improvement to levels of importer-exporter contacts and information flows can be useful in ameliorating the Negative Image effect. Scenarios for image improvement are offered at government, firm and individual levels. Finally, limitations of the research are discussed and recommendations for further research are given