The Role of After-Sales Service in International Marketing

1997 ◽  
Vol 5 (4) ◽  
pp. 11-28 ◽  
Author(s):  
Gulden Asugman ◽  
Jean L. Johnson ◽  
James McCullough
Keyword(s):  
Market Research ◽  
Market Competition ◽  
International Marketing ◽  
Distribution Channel ◽  
Foreign Market ◽  
Foreign Markets ◽  
Relative Product ◽  
Marketing Activities ◽  
The Relationship

This study develops and tests a conceptual framework relating internationalization and after-sales service (AS) in international marketing activities. Specifically, the study tests the relationship between internationalization, importance of AS accompanying durable export products, and actual AS offerings in foreign markets. Level of foreign market competition, relative product quality, and marketer power in the foreign distribution channel were investigated as moderators in the relationship between AS importance and services actually offered in the foreign market. Research results generally support the hypotheses, suggesting that as firms internationalize, they come to understand the role of AS in international activities. However, there are factors that facilitate and/or inhibit the marketer's actual offering of these services.

scholarly journals Foreign Market Adaptation and Performance: The Role of Institutional Distance and Organizational Capabilities

2019 ◽  
Vol 11 (6) ◽  
pp. 1793 ◽  
Author(s):  
Mariola Ciszewska-Mlinarič ◽  
Piotr Trąpczyński
Keyword(s):  
Institutional Environment ◽  
Foreign Market ◽  
Academic Community ◽  
Institutional Distance ◽  
Organizational Capabilities ◽  
Technological Capabilities ◽  
Foreign Markets ◽  
And Performance ◽  
The Relationship

The role and significance of adaptation versus standardization for performance in foreign markets has stirred some important debates among the academic community. In this paper, we aim to contribute to the ongoing debate by applying the logic of institutional theory and organizational capabilities to reconsider the relationship between adaptation and foreign market performance. In particular, we argue based on extant theory and our own mixed-method study that while more accentuated differences in the institutional environment reinforce the role of adaptation in achieving legitimacy, the possession of relational and technological capabilities can reduce the relevance of adaptation. The empirical study is based on a sample of 284 firms in the quantitative study and eight firms in the qualitative study. Our findings reveal that adaptation is positively associated with performance in foreign markets. This relationship is also positively moderated by institutional distance, and negatively moderated by relational and technological capabilities.

scholarly journals Marketing strategies of Polish companies on foreign markets

Management ◽  
2018 ◽  
Vol 22 (2) ◽  
pp. 110-120
Author(s):  
Wojciech Grzegorczyk
Keyword(s):  
Market Research ◽  
Distribution Channel ◽  
Foreign Market ◽  
Marketing Strategies ◽  
The Internet ◽  
Specific Character ◽  
Foreign Markets ◽  
Pricing Policy ◽  
Research Findings ◽  
Initial Research

Summary In the years 2017-2018 the Marketing Faculty of Łódź University conducted a research project “Marketing strategies of companies based in Łódź Voivodeship on foreign markets”. The aim of this text is to present the initial research findings strategies implemented by surveyed companies on foreign markets. The examined companies seldom attempted to conduct the foreign market research and the marketing strategy that they used was strictly related to the prevailing form of expansion into foreign markets, i.e. export. Both the product and the pricing policy were adapted to the specific character of the foreign market. Activities in the area of distribution were limited to indirect export and they were not initiated by the examined companies. The prevailing majority of companies used the Internet, trade fairs and exhibitions in their promotional activities. The intermediaries in the distribution channel were responsible for subsequent promotional activities. They involve marketing strategies typical for small and medium companies and their content depends on the intermediaries in the distribution channel on foreign markets.

scholarly journals The role of international marketing research today

2020 ◽  
pp. 15-17
Author(s):  
Nataliia MASHOSHYNA ◽  
Viacheslav PURIKHOV ◽  
Vlasta SHVAHIREVA
Keyword(s):  
Market Research ◽  
Positive Impact ◽  
International Marketing ◽  
Marketing Research ◽  
International Markets ◽  
Enterprise Development ◽  
Foreign Markets ◽  
Price Range ◽  
Definition Of

The main purpose of international marketing research is to identify the current needs of consumers in foreign markets to set the direction of enterprise development to meet them, thus bypassing competitors. Market research is only an integral part of this process. Although, the most important part of it. This is due to the need to take into account primarily the requirements of the market, which can create the conditions for eliminating existing shortcomings in foreign economic activity and have a positive impact on the prospects of companies. International marketing is an independent branch of the enterprise when entering foreign markets and includes a set of measures to organize the production and sale of products, services focused on meeting the needs of specific foreign consumers based on research and forecasting of international markets. The purpose of this work is to provide a definition of international marketing research, justify their importance in the present and consider the main problems that may arise along the way. International market research may cover the world commodity market, the market of countries and industries, domestic and foreign markets or their specific segment. In addition to market research, sales research has the highest frequency. There may be some difficulties in conducting marketing research abroad. For example, surveys of business people in Taiwan become possible only when using at least four languages. These circumstances create not only high costs for this type of research, but also not always, due to numerous translations from one language to another achieve the goal, as they may be accompanied by loss or distortion of information. International marketing research generates data in order to perform: sales forecasting, identify loyal and satisfied customers, identify the optimal price range for the company's products. Such analysis is a process of collecting and studying the information needed to make effective decisions in business management, including international.

A literature review on firms' internationalisation through e-commerce

2019 ◽  
pp. 121-143
Author(s):  
Riccardo Resciniti ◽  
Federica De Vanna
Keyword(s):  
Systematic Review ◽  
Literature Review ◽  
International Business ◽  
Decision Process ◽  
Foreign Markets ◽  
New Markets ◽  
Integrative Framework ◽  
The Past ◽  
The Relationship

The rise of e-commerce has brought considerable changes to the relationship between firms and consumers, especially within international business. Hence, understanding the use of such means for entering foreign markets has become critical for companies. However, the research on this issue is new and so it is important to evaluate what has been studied in the past. In this study, we conduct a systematic review of e-commerce and internationalisation studies to explicate how firms use e-commerce to enter new markets and to export. The studies are classified by theories and methods used in the literature. Moreover, we draw upon the internationalisation decision process (antecedents-modalities-consequences) to propose an integrative framework for understanding the role of e-commerce in internationalisation

scholarly journals Role of Social Media Marketing Activities (SMMAs) in Apparel Brands Customer Response: A Moderated Mediation Analysis

2019 ◽  
Vol 11 (19) ◽  
pp. 5167 ◽  
Author(s):  
Khan ◽  
Yang ◽  
Shafi ◽  
Yang
Keyword(s):  
Social Media ◽  
Brand Equity ◽  
Customer Loyalty ◽  
Social Media Marketing ◽  
Brand Awareness ◽  
Confirmatory Factor ◽  
Marketing Activities ◽  
Indirect Association ◽  
The Relationship

This study analyzes the influence of apparel/clothing brand social media marketing activities (SMMAs) on brand equity and customer response in Pakistan. First, the current SMMAs are examined; then, we propose new attributes, i.e., fundamental social media marketing activities (FSMMAs) and sophisticated social media marketing activities (SSMMAs) such as interactions, sharing, and trendiness. Second, the influence of innovative components, i.e., FSMMAs and SSMMAs, are analyzed regarding brand equity and customer response toward apparel brands. A survey was conducted with a total of 406 Pakistani customers who used apparel brands, and the collected data were analyzed through confirmatory factor analysis (CFA) and Hayes PROCESS macro in SPSS. From the empirical results, we concluded that apparel brand equity (i.e., brand awareness, brand image) significantly mediates the relationship between FSMMAs and customer response (price premium willingness, customer loyalty). Moreover, it is also determined that SSMMAs moderate the indirect association of FSMMAs and customer response via brand equity.

DO EXPORT MARKETS SELECT THE MOST INNOVATIVE PRODUCERS? THE MODERATING ROLE OF PRODUCTIVITY

2015 ◽  
Vol 19 (02) ◽  
pp. 1550030 ◽  
Author(s):  
JOAQUÍN MONREAL-PÉREZ ◽  
ANTONIO ARAGÓN-SÁNCHEZ ◽  
GREGORIO SÁNCHEZ-MARÍN
Keyword(s):  
Fixed Effects ◽  
Foreign Markets ◽  
Export Markets ◽  
Industrial Firms ◽  
Process Innovations ◽  
Export Activity ◽  
The Face ◽  
Product And Process ◽  
The Relationship

In this paper, we examine a sample of 2000 Spanish industrial firms over the period 2001–2010 to analyse whether the self-selection hypothesis explains the relationship between innovation and the export activity of the company. In addition, we analyse how productivity moderates that relationship. The results indicate that the hypothesis does explain the effect of product and process innovations: Overseas foreign markets select those companies that have previously secured product or process innovations, while investment in research and development (R&D) does not increase the propensity for companies to export. On the other hand, the productivity of the company intensifies this effect. These results are robust in the face of fixed effects, different specifications of export activity and endogeneity, the last of which suggests possible effects of learning by exporting.

scholarly journals KEDUDUKAN HUKUM DAN TANGGUNG GUGAT PEDAGANG PERANTARA, DISTRIBUTOR, DAN/ATAU AGEN DALAM JALUR DISTRIBUSI BARANG

2021 ◽  
Vol 4 (2) ◽  
pp. 193-202
Author(s):  
Andyna Susiawati Achmad ◽  
Astrid Athina Indradewi
Keyword(s):  
Consumer Protection ◽  
Distribution Channel ◽  
Business Owners ◽  
Relationship Status ◽  
Legal Certainty ◽  
Legal Relationship ◽  
Distribution Process ◽  
The Relationship ◽  
Final Consumer

Abstract This research aims to find a legal certainty regarding liability of an intermediary trader towards final consumer. All of these times, there is a legal vacuum regarding the legal relationship which occurs between, sellers, intermediaries, and consumer. Acts No. 8 Year 1999 regarding Consumer Protection classifies intermediary traders, distributors, or agents as mere business actors and not distinguish the role of each of these intermediary parties. The method use for this scientific research is Normative Juridical. The researcher used Statutes Approach, Doctrinal Approach, and Case Approach. This paper will discuss about the legal vacuum which happened during Consumer Protection Law, regarding the relationship status of intermediary traders, there is no clear regulation surrounding the accountability of said middleman and its consumer. Furthermore, the paper will examine differences between various intermediary during the distribution process. The multitude number of intermediary traders has caused many branches of law relationships between intermediaries, businessman, and end consumer. From these relationships, this paper can further explain the type of liability that applies to each party. In conclusion, this research argues that responsibility between each party (producers, intermediary traders, and final consumers) are tiered and must be adjusted accordingly to its type of relationship and the transaction that has occurred. The final consumer cannot meddle or demand accountability from the intermediary trader, if the intermediary itself in the distribution channel only acts as a middleman. Business owners who own intermediary actors cannot resolve themselves from the liability of consumers, whereas the intermediary only acts for them.Keywords: consumer protection; intermediary trader; liabilityAbstrak Penelitian ini bertujuan untuk menemukan secara pasti tentang tanggung gugat perantara perdagangan kepada konsumen akhir. Selama ini  terdapat kekosongan hukum mengenai hubungan hukum yang terjadi di antara penjual, perantara, dan konsumen. Undang-Undang No. 8 Tahun 1999 tentang Perlindungan Konsumen menggolongkan pedagang perantara, distributor atau agen sebagai pelaku usaha semata dan tidak membedakan kedudukan dari masing-masing para pihak perantara ini. Tipe penelitian ini menggunakan Yuridis Normatif. Metode penelitian menggunakan pendekatan Statutes Approach, Doctrinal Approach dan Case Approach. Penelitian ini pertama-tama membahas mengenai kekosongan hukum yang terjadi dalam UUPK mengenai status hubungan perantara perdagangan, belum adanya pengaturan mengenai tanggung gugat yang jelas bagi perantara perdagangan ini membawa kerugian bagi perantara perdagangan dan juga bagi konsumen akhir. Kemudian dilanjutkan dengan membahas mengenai berbagai macam jenis Pedagang perantara yang dikenal dalam jalur distribusi. Banyaknya jenis pedagang perantara ini juga melahirkan banyaknya jenis hubungan hukum yang terjadi di antara pedang perantara, pelaku usaha dan konsumen akhir. Dari jenis-jenis hubungan hukum yang tercipta maka barulah dapat di pahami mengenai jenis tanggung gugat yang berlaku bagi masing-masing pihak. Hasil dari penelitian ini adalah bahwa tanggung jawab yang terjadi antara Produsen, pedagang perantara dan konsumen akhir adalah tanggung jawab berjenjang, yang harus disesuaikan dengan tipe dan jenis hubungan hukumnya dalam setiap transaksi yang terjadi. Konsumen akhir tidak bisa serta merta secara mutlak meminta pertanggung jawaban dari pedagang perantara apabila dalam jalur distribusi pedagangan perantara hanya bertindak sebagai perantara perdagangan. Pelaku usaha yang menggunakan jalur pedagang perantara tidak bisa membebaskan dirinya secara mutlak dari tanggung gugat kepada konsumen akhir, manakala pedagang perantara itu bertindak untuk dan atas nama pelaku usaha tersebut.

scholarly journals Impact of Intellectual Capital on Firm Value: The Moderating Role of Managerial Ownership

2019 ◽  
Author(s):  
Aftab Ahmed ◽  
Muhammad Kashif Khurshid ◽  
Muhammad Usman Yousaf
Keyword(s):  
Intellectual Capital ◽  
Firm Value ◽  
Market Competition ◽  
Value Added ◽  
Sampling Technique ◽  
Systematic Sampling ◽  
Managerial Ownership ◽  
The Relationship ◽  
Moderating Role

Rapidly changing dynamics of globalization and increasing market competition are causing the companies all around the world confronting several new challenges and opportunities. To be competitive and successful apart from relative importance of physical resources, companies must adapt modern strategies and policies regarding market flexibility and development. The purpose of this study is to empirically investigate the relationship between intellectual capital and firm value. Furthermore, the moderating role of managerial ownership has been evaluated with the help of regression analysis. The sample included the panel data taken from non-financial firms listed on Pakistan stock exchange (PSX) covering the period 2010-2015. A sample of 79 firms out of 384 firms have been selected with the help of systematic sampling technique. VAIC (Value Added Intellectual Coefficient) model has been used for the calculation of intellectual capital. Tobin's Q has been taken as a measure of firm value. Managerial ownership has been tested as moderator. Based on data analysis, it is concluded that the relationship between intellectual capital and firm value is positively significant. It is also concluded that managerial ownership moderates the relationship between intellectual capital and firm value negatively.

scholarly journals The Importance and Level of Adaptation of STP Strategies for Growth in Foreign Markets: In the Case of Soft Drinks Company

2020 ◽  
pp. 13-23
Author(s):  
Md. Mahathy Hasan Jewel ◽  
Kh Khaled Kalam
Keyword(s):  
Distribution Channel ◽  
Global Market ◽  
Soft Drinks ◽  
Foreign Markets ◽  
Beverage Industry ◽  
Financial Growth ◽  
Specific Factors ◽  
Adaptation Practices ◽  
New Strategies

STP denotes Segmentation, Targeting, and Positioning. This study's main purpose is to demonstrate the STP concept's understanding and its importance in the success or failure of a Soft Drinks company. Examines the competitive role of Soft Drinks in the global soft beverage industry. Since they operate in over 200 countries, they have a simple choice as to whether their products are standardized worldwide and whether they can benefit from economies of magnitude and adapt their products to a given market. Many literature has been written about external and sometimes uncontrollable factors that could influence a plan to position companies. This particular report has been developed with two major sections. The study covered and explained STP's concept and why STP is essential in the international business area in the first segment. In the second segment, the report covered the issue of changing and adapting the STP concept of Soft Drinks in the global market and how the companies formulate new strategies in place of their original one according to the international market's demand and volatility. Besides, this segment covered those companies' main steps to capture local business and create and enhance their brand value by securing profit margins by maintaining productivity. Based on the understanding gathered from this study, the report finally explored the practices of Soft Drinks Company in regards to this particular study area and dug out the reasons for changing and adapting its SPT strategy in the international marketplace and the underlying impact of this adaptation practices focusing on the distribution channel of Soft Drinks in overseas localized markets. These specific factors help Soft Drinks to established financial growth in the global market. The study's main limitation is the lack of enough analysis for Soft Drinks as STP analysis only a small part of the strategical analysis.

ENTREPRENEURSHIP AND THE LEGACIES OF A DEVELOPMENTAL STATE: SINGAPORE ENTERPRISES VENTURING ACROSS NATIONAL BORDERS

2008 ◽  
Vol 13 (04) ◽  
pp. 485-508 ◽  
Author(s):  
HEIDI DAHLES
Keyword(s):  
Developmental State ◽  
Entrepreneurial Activity ◽  
Foreign Markets ◽  
Domestic Firms ◽  
Foreign Companies ◽  
The Government ◽  
The 1960S ◽  
The Relationship ◽  
The City

This article aims at contributing to a more profound understanding of the relationship between the developmental state and private entrepreneurial activity, in particular the internationalization of business ventures. Based on ethnographic fieldwork in Singapore, this article attempts to identify the role of the Singapore developmental state in orchestrating the strategies of domestic firms establishing themselves in foreign markets. From the 1960s, the Singapore government has neglected small domestic firms — its legacy of the colonial past — for diverse economic and political reasons. Initially offsetting the influence of Western culture through the establishment of foreign companies, the government changed its tune, harnessing 'Asian' values and institutional norms to facilitate ventures into China. Altering between different legacies created ambivalence and shifting coalitions with foreign economies. Striking divergence from government directives has been found in the ways in which Singaporean firms go about when venturing across borders and, in particular, when drawing on the city state's legacies to give their ventures legitimacy and meaning. This divergence raises questions about the role of the Singapore state as the paragon of institutional legacy for its domestic businesses.

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