International Marketing and National Character: A Review and Proposal for an Integrative Theory

Clark, Terry

doi:10.2307/1251760

Cited by 359 publications

(242 citation statements)

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“…Therefore, international marketers need to understand the influence of this self-reference criterion with respect to national culture differences (Deshpandé, Farley, and Webster 2000). Such differences have also been known to influence marketing strategies in the global setting (Clark 1990). In fact, Doney and Cannon (1997) have called for more research investigating the role of national culture on buyer-seller relationships in general.…”

Section: Introductionmentioning

confidence: 99%

Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison

Homburg

Kuester

Beutin

et al. 2005

Journal of International Marketing

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The authors examine the concept of customer benefits in business-to-business markets in an international context. They distinguish between core and add-on benefits, and they discuss product quality, service quality, flexibility, trust, joint action, and commitment of the supplier as determinants of these customer benefits. They base their analysis on 981 respondents in two countries. The results suggest the importance of understanding the determinants in providing customer benefits. Furthermore, the authors observe significant cultural differences with respect to the impact of different determinants on perceived customer benefits. Following a discussion of the results, the authors present managerial implications, research limitations, and directions for further research.

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Section: Introductionmentioning

confidence: 99%

Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison

Homburg

Kuester

Beutin

et al. 2005

Journal of International Marketing

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show abstract

“…Kinų vertybės skiriasi nuo Vakarų kultūrų, kur daugiausia atlikta logistikos ir valdymo tyrimų (Tian et al 2008). Pabrėžiama, kad išskirtinės kultūros charakteristikos daro įtaką skirtingiems santykių aspektams ir lemia skirtingą santykių stiprumą (Clark 1990). Tyrimo rezultatai atskleidė, kad santykių trukmė neturi didelės reikšmės (0,090) pasitikėjimui.…”

Section: Santykių Marketingo Tyrimai Užsienio šAlių Logistikos Organiunclassified

Relationship Marketing Researches in Logistics’ Organizations: Foreign Countries Experience

Juščius

Grigaite²

2009

Business: Theory and Practice

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Santrauka. Straipsnyje nagrinėjami santykių marketingo, jo principų taikymo logistikos organizacijose atlikti užsienio tyrinėtojų darbai. Analizuojami ir lyginami skirtingų tyrinėtojų identifikuoti santykių marketingo veiksniai, jų įtaka ir svarba santykiams su klientais logistikos organizacijose, santykių marketingo įgyvendinimas verslas -verslui lygmeniu. Daroma išvada, kad dažniausiai logistikos organizacijoje išskiriami tokie santykių marketingo veiksniai, kaip pasitikėjimas, specifinės investicijos, reputacija, dalijimasis informacija, įsipareigojimas ir bendradarbiavimas. Pasitikėjimas turi didelį poveikį įsipareigojimams tarp susijusių šalių. Pasitikėjimą logistikos paslaugų teikėju didina jo specifinės investicijos į santykius, dalijimasis informacija siekiant partnerystės gerovės. Pateikiami susisteminti tyrimams taikyti metodai, modifikuotos tyrinėtojų santykių marketingo schemos.Reikšminiai žodžiai: santykių marketingo principų taikymas, pasitikėjimas, įsipareigojimas, partnerystė, santykių marketingo tyrimo metodai, logistikos organizacijos. Abstract. This paper presents the analysis of foreign researchers' works which scrutinize relationship marketing, its principles' adjustment in logistics organizations. Relationship marketing elements identified by different researchers, their influence and importance in relationship with clients in logistics organizations, relationship marketing implementation in businessto-business level are analyzed and compared. It leads to the conclusion that in logistics organizations relationship marketing elements such as trust, specific investments, reputation, information sharing, commitment and cooperation are frequently stressed. Trust has a strong impact on commitment between concerned parties. Trust in logistics service provider increases with specific investments in relationship, information sharing for partnership welfare. Systematized methods, modified relationship marketing schemes are presented. RELATIONSHIP MARKETING RESEARCHES IN LOGISTICS' ORGANIZATIONS: FOREIGN COUNTRIES EXPERIENCE

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“…The concepts of national culture, [4][5][6] national characteristics 7,8 and national character [9][10][11] are good examples. They all attempt to establish a framework within which national and cultural differences between two or more countries can be assessed and placed into a practical context.…”

Section: National and Cultural Differencesmentioning

confidence: 99%

Targeting East Asian markets: A comparative study on national identity

Phau

Chan²

2003

J Target Meas Anal Mark

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International Marketing and National Character: A Review and Proposal for an Integrative Theory

Cited by 359 publications

References 0 publications

Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison

Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison

Relationship Marketing Researches in Logistics’ Organizations: Foreign Countries Experience

Targeting East Asian markets: A comparative study on national identity

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