Development of real estate marketing – trends for the future

Real estate marketing has changed fundamentally over the past twenty years, mainly due to digital technologies. Due to the availability of online platforms as intermediary websites, the complexity of interaction relationships between providers, demanders, and real estate agents has increased. The study takes the perspective of real estate agents and uses the example market of Cologne/Bergisch-Gladbach to show what new potential digital channels offer for the reach and intensity of real estate marketing. Real estate agencies are challenged to evolve technologically, but then have a wider inventory of marketing channels and presentation options at their disposal. In the future, social media and video streaming platforms could further revolutionize property marketing, offering further potential to proactive providers, especially in terms of property branding and international sales.

Hidden Champions and their integration in rural regional innovation systems: Insights from Germany

This article studies the integration of Hidden Champions – little-known highly innovative global market leaders – in rural regional innovation systems (RIS) in Germany. These firms are analyzed in relation to their integration into a RIS framework, which differentiates two subsystems: knowledge generation and diffusion, and knowledge application and exploitation. The relevance of firm-internal and firm-external regional influencing factors on rural RIS integration is examined. The article proposes that Hidden Champions are weakly integrated in RIS due to their international sales focus and high technological specialization. To test this premise, 57 expert interviews with Hidden Champions and regional actors were conducted. It was found that key influences for RIS integration of this firm type are ownership structure, firm size, organizational status, location economies, and urbanization economies. Family businesses are on average more integrated than other firm types, but vary significantly in their integration.

Ethical standards in international sales contracts: Can the CISG be used to prevent child labour?

<p>Despite international efforts in recent decades to eliminate it, child labour continues to affect millions of children worldwide. This paper considers whether the UN Convention on Contracts for the International Sale of Goods (‘CISG’) can be used to prevent child labour. It firstly addresses the conformity requirements in art 35 of the CISG, and asks whether these can be used to require a seller to deliver child labour-free goods, even where this is not explicitly required by the contract. It then considers whether a buyer can recover damages if the seller delivers goods that are tainted by child labour. It examines the difficulties associated with a claim for damages in this context – especially where the only harm suffered by the buyer is to its goodwill or its ‘performance interest’ – and suggests how such damages might be calculated.</p>

Ethical standards in international sales contracts: Can the CISG be used to prevent child labour?

<p>Despite international efforts in recent decades to eliminate it, child labour continues to affect millions of children worldwide. This paper considers whether the UN Convention on Contracts for the International Sale of Goods (‘CISG’) can be used to prevent child labour. It firstly addresses the conformity requirements in art 35 of the CISG, and asks whether these can be used to require a seller to deliver child labour-free goods, even where this is not explicitly required by the contract. It then considers whether a buyer can recover damages if the seller delivers goods that are tainted by child labour. It examines the difficulties associated with a claim for damages in this context – especially where the only harm suffered by the buyer is to its goodwill or its ‘performance interest’ – and suggests how such damages might be calculated.</p>

Las habilidades blandas, clave del éxito en la formación de líderes digitales intermediarios de empresas comerciales multinivel

Debido a la pandemia registrada en el 2020, la economía mexicana fue afectada de forma total: tanto los negocios establecidos como los informales se vieron en la necesidad de cerrar sus puertas. Sin embargo, el mercadeo a través de internet generó una opción viable, principalmente para mujeres que han logrado establecer contacto de manera virtual y vincular, por una parte, la nueva cultura laboral con puntos de venta regionales y, ¿por qué no?, internacionales. Las habilidades tecnológicas van tomando auge en cuanto al mercado multinivel, de tal manera que podrá considerarse como una de las aportaciones en el tema de creatividad en la venta directa. El principal hallazgo que se encuentra en esta investigación preliminar es la ausencia de formación digital para interactuar con sus colaboradoras y clientes potenciales, así como innovar en el proceso de venta directa. AbstractDue to the pandemic registered in 2020, Mexican economies were completely affected: established as well as informal businesses were faced with the necessity to close their doors. Nevertheless, marketing through internet generated a viable option, mainly for women who have achieved to establish virtual contacts and link, on one hand, to a new work culture within regional point-of-sales and why not, within international sales. Technological skills are gathering momentum regarding multi-level marketing, so much so, that it could be considered as one of the contributions focused on the subject of creativity in direct sales. Our main finding within this preliminary research is the absence of digital development to interact with collaborators and potential customers as well as innovating direct sales processes.

To Boldly Go, Part II: Data as the CISG’s Next (but Probably Not Final) Frontier

The United Nations Convention on Contracts for the International Sale of Goods (‘CISG’) is an international sales law treaty concluded in 1980 and drafted with traditional (physical) goods trade in mind. While a significant body of scholarship has addressed its capacity to govern electronic software transactions, only limited commentary has explored the CISG’s digital application beyond software per se. ‘To Boldly Go, Part I’, this article’s counterpart, developed a specific legal framework for assessing the CISG’s capacity to regulate international trade in non-software data. This article now applies that framework, confirming the CISG is capable of governing non-software data trade, and uses that framework to resolve the currently unsettled question of whether cryptocurrency trade falls within the CISG’s scope. Since non-software data trade is becoming increasingly economically important, this article’s conclusions stand to benefit data traders as well as the practitioners advising them.

FORMATION OF A REGIONAL ECONOMIC SYSTEM ON AN INNOVATIVE BASIS

Актуальность предложенной статьи обусловлена вопросами формирования региональной экономической системы, результатом функционирования которой является создание технологических инноваций общемирового применения, имеющих перспективные международные рынки сбыта и интегрирующих инновационные системы отдельных стран и регионов. Цель статьи направлена на реформирование инновационной среды и стимулирования инновационной активности, который в будущем позволит обеспечить высокий уровень конкурентоспособности страны и фирм, снижение зависимости от экспорта сырьевых и импорта промышленных товаров, перейти к инновационному типу развития экономики. The relevance of the proposed article is due to the issues of the formation of a regional economic system, the result of the functioning of which is the creation of technological innovations of global application, having promising international sales markets and integrating the innovation systems of individual countries and regions. The purpose of the article is aimed at reforming the innovation environment and stimulating innovative activity, which in the future will ensure a high level of competitiveness of the country and firms, reduce dependence on the export of raw materials and imports of industrial goods, and switch to an innovative type of economic development.

To Boldly Go, Part I: Developing a Specific Legal Framework for Assessing the Regulation of International Data Trade under the CISG

The United Nations Convention on Contracts for the International Sale of Goods (‘CISG’) is an international sales law treaty concluded in 1980. Given its vintage, the CISG was drafted with traditional (physical) goods trade in mind. A significant body of scholarship has addressed the CISG’s capacity to govern electronic software transactions. However, only limited commentary has explored its digital application beyond software per se. This article develops a specific legal framework for assessing the CISG’s capacity to regulate international trade in non-software data: a framework so far missing from existing scholarship. ‘To Boldly Go, Part II’, this article’s counterpart, will go on to apply this framework to non-software data trade. Collectively, these articles establish that the CISG is capable of governing not only software trade (as previously established) but also trade in non-software data: a category of trade becoming increasingly economically important.

Are your international salespeople culturally intelligent? The influence of cultural intelligence on adaptive selling behavior with B2B customers

Purpose This study aims to investigate cultural intelligence (CQ) as an antecedent of adaptive selling behavior (ASB) and cultural distance and intrinsic motivation as moderators in this relationship. Design/methodology/approach This research builds on a survey to 310 US-based international sales executives (ISE) and multiple regression analysis to test the hypotheses. Findings The results show that CQ has a significant positive relationship with ASB, both as an aggregate construct and through its metacognitive, motivational and behavioral facets. Also, intrinsic motivation moderates such relationship, whereas cultural distance does not. Research limitations/implications The study includes only a sample of US-based international salespeople in the B2B context, which limits the generalizability of the findings to salespeople from other countries or other contexts. Practical implications The findings of this research suggest that supplier companies involved in international selling should consider the cultural intelligence of their salespeople for selection, training and coaching. Originality/value This study makes an important contribution to the literature on both ASB and CQ by expanding the knowledge on how to manage international salespeople effectively, considering the conditions under which CQ effects are expected and how these vary in this context.