An Empirical Study of Marketing Negotiations in the Soviet UnionJan 1, 1990 Leonid I. Evenko, John L. Graham, and Mahesh N. Rajan, 1990, 90-121
Analyzes simulated Soviet-American buyer-seller negotiations in the Soviet Union.
The Gray Market Threat to International Marketing StrategiesJan 1, 1990 Louis P. Bucklin, 1990, 90-116
Develops mathematical model of interaction between the international gray market, manufacturers, and authorized distributors for improved private and public response.
Analyzing Corporate Cultures in Approaching the Global MarketplaceJan 1, 1990 Frederick E. Webster, Jr. and Rohit Deshpande, 1990, 90-111
Examines the effects of corporate culture on international organizations; analyzes five organizational paradigms and develops managerial implications for each.
How Multinationals Can Cope With Gray Market ImportsJan 1, 1987 S. Tamer Cavusgil and Ed Sikora, 1987, 87-109
Classifies types of strategic actions management can take to counteract gray market activity; illustrates arguments with examples of how multinational corporations have acted when confronted with gray market competition.
Does Country-of-Origin Matter? Some Findings from a Cross-Cultural Study of Consumer Views About Foreign ProductsJan 1, 1987 N. G. Papadopoulos, L. A. Heslop, F. Graby, and G. Avlonitis, 1987, 87-104
Explores key dimensions of the country-of-origin issue; relates the "made in" image of a product to the total image of that product at the instant a consumer makes a purchase decision.
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