Eastern European marketing systems and Western marketing research voids: A research agenda
Abstract Starting with detente, there has been a marked improvement in North American trade with the U.S.S.R. and other Eastern European countries. This trend is predicted to continue at an accelerating rate in the years ahead. Despite this, trading and business systems of these countries are not likely to alter much. In most cases, planned purchases are going to continue, although the intensity may vary. Public policy makers in these countries decide well in advance what type of products or services they are going to purchase, because their purchases must conform with the goals of the annual foreign trade plan and the allocations of foreign exchange available for that particular purchase. Most aspects of Eastern European markets and marketing practices are not well known by North American company managers dealing with these countries. In most cases, lack of information about these markets often leads to misunderstanding and, hence, lost opportunity. The purpose of this article is to determine the critical research voids in an effort to facilitate the expansion of North American-Eastern European trade. To this end, a four-step procedure is proposed to pinpoint areas of research for immediate attention.
Changing marketing opportunities in Eastern Europe and the Soviet Union
The changes in the business environment of Eastern Europe and the Soviet Union indicate that U.S. firms must adjust their perceptions of socialist markets if they are to compete successfully with Western European and Japanese firms. Consensus among the managers of socialist enterprises agree that U.S. firms fail in these markets because they have made little effort to understand the general business environment and the market dynamics that are characteristic of countries in Eastern Europe and the Soviet union. The purpose of this article is to identify and discuss the key elements of the techniques needed to penetrate socialist markets. Sufficient understanding of these factors should produce a strong competitive position for the U.S. firms that are actively pursuing these marketing opportunities.
American Business Abroad
American Business Abroad: Ford on Six Continents documents the first sixty years of Ford Motor Company's international expansion. Ford Motor Company introduced Americans to the first affordable car. Based on Ford's extraordinary company archives, this book traces the company's rise as a multinational enterprise. Following the export of the sixth car produced by the company, Ford opened its first plant abroad in its second year of business and quickly expanded around the world, building a business that by the mid 1920s spanned six continents. It faced wars, nationalism, numerous government restrictions and all the perils of operating across borders. First published in 1964, this book has lasting value in reminding readers of the long and uneven path of globalization. This new edition includes a new introduction by the author examining the impact and legacy of the study. It remains a major contribution to global economic history. In addition, Ford's history offers useful lessons today for both participants in the global economy and students of international business.