MarketingManagement.pdf

part three

Developing

Marketing

(^390) Strategies
chapter 12
Designing
Global Market
Offerings

1. John Alden, “What in the World Drives
   UPS?”International Business,April 1998,
   pp. 6–7.


2. For more on shifting borders, see Terry
   Clark, “National Boundaries, Border
   Zones, and Marketing Strategy: A Con-
   ceptual Framework and Theoretical Model
   of Secondary Boundary Effects,”Journal of
   Marketing, July 1994, pp. 67–80.


3. Michael E. Porter, Competitive Strategy
   (New York: Free Press, 1980), p. 275.


4. Marc Gunther, “They All Want to Be Like
   Mike,”Fortune,July 21 1997, pp. 51–53.


5. Joann S. Lublin, “Too Much, Too Fast,”
   Wall Street Journal, September 26, 1996,
   p. R8.


6. Yumiro Ono, “On a Mission: Amway
   Grows Abroad, Sending ‘Ambassadors’ to
   Spread the Word,” Wall Street Journal,
   May 14, 1997, p. A1.


7. Igal Ayal and Jehiel Zif, “Market Expan-
   sion Strategies in Multinational Market-
   ing,”Journal of Marketing, Spring 1979,
   pp. 84–94.


8. See Kenichi Ohmae, Triad Power(New
   York: Free Press, 1985); and Philip Kotler
   and Nikhilesh Dholakia, “Ending Global
   Stagnation: Linking the Fortunes of the
   Industrial and Developing Countries,”
   Business in the Contemporary World,
   Spring 1989, pp. 86–97.


9. John Heilemann, “All Europeans Are Not
   Alike,”The New Yorker, April 28–May 5,
   1997, pp. 174–81.


10. Emeric Lepoutre, “Europe’s Challenge to
    the US in South America’s Biggest Mar-
    ket: The Economic Power of the Merco-
    sur Common Market Is Indisputable,”
    Christian Science Monitor, April 8, 1997,
    p. 19; Ian Katz, “Is Europe Elbowing the
    U.S. Out of South America?”Business
    Week, August 4, 1997, p. 56.


11. Solange De Santis, “U.S. Companies In-
    creasingly Look to Canada to Make Their
    Initial Foray into Foreign Lands,”Wall
    Street Journal, July 15, 1998, p. A10.


12. Charlene Marmer Solomon, “Don’t Get
    Burned by Hot New Markets,”Workforce,
    January 1998, pp. 12–22.


13. Russ Banham, “Not-So-Clear Choices,”
    International Business, November–De-
    cember 1997, pp. 23–25.


14. Ibid.


15. “In Brief: e-Trade Licensing Deal Gives It
    an Israeli Link,”American Banker,May
    11, 1998.


16. Cynthia Kemper, “KFC Tradition Sold
    Japan on Chicken,”Denver Post, June 7,
    1998, p. J4.


17. Laura Mazur and Annik Hogg, The Mar-
    keting Challenge(Wokingham, England:
    Addison-Wesley, 1993), pp. 42–44; Jan
    Willem Karel, “Brand Strategy Positions
    Products Worldwide,”Journal of Business
    Strategy 12, no. 3 (May–June 1991):
    16–19.


18. Paula Dwyer, “Tearing Up Today’s Orga-
    nization Chart,”Business Week, Novem-
    ber 18, 1994, pp. 80–90.


19. Banham, “Not-So-Clear Choices.”


20. See Jan Johanson and Finn Wieder-
    sheim-Paul, “The Internationalization of
    the Firm,”Journal of Management Studies,
    October 1975, pp. 305–22.


21. See Stan Reid, “The Decision Maker and
    Export Entry and Expansion,”Journal of
    International Business Studies, Fall 1981,
    pp. 101–12; Igal Ayal, “Industry Export
    Performance: Assessment and Predic-
    tion,” Journal of Marketing, Summer
    1982, pp. 54–61; and Somkid Jatusripi-
    tak,The Exporting Behavior of Manufac-
    turing Firms(Ann Arbor, MI: University
    of Michigan Press, 1986).


22. Warren J. Keegan, Multinational Market-
    ing Management, 5th ed. (Upper Saddle
    River, NJ: Prentice Hall, 1995), pp.
    378–81.


23. J. S. Perry Hobson, “Feng Shui: Its Im-
    pacts on the Asian Hospitality Industry,”
    International Journal of Contemporary Hos-
    pitality Management 6, no. 6 (1994):
    21–26; Bernd H. Schmitt and Yigang
    Pan, “In Asia, the Supernatural Means
    Sales,” New York Times, February 19,
    1995, pp. 3, 11.


24. ”What Makes a Company Great?”For-
    tune,October 26, 1998, pp. 218-26.


25. David Leonhardt, “It Was a Hit in Buenos
    Aires—So Why Not Boise?” Business
    Week,September 7, 1998, pp. 56–58.


26. Charles P. Wallace, “Charge!” Fortune,
    September 28, 1998, pp. 189–96.


27. “The Growth of Global Retailers,”The
    Journal of Business Strategy, May–June
    1998, p. 14.


28. Ben Dolven, “Find the Niche,”Far East-
    ern Economic Review, March 26, 1998, pp.
    58–59.


29. Richard P. Carpenter and the Globe Staff,
    “What They Meant to Say Was... ,”
    Boston Globe,August 2, 1998, p. M6.


30. Carlos Briceno, “Labatt Believes Going
    ‘Glocal’ Will Melt the Ice for Carlsberg,”
    Beverage World, September 30–October
    31, 1988, p. 17.


31. Maricris G. Briones, “The Euro Starts
    Here,”Marketing News, July 20, 1998, pp.
    1, 39.

NOTES