CONTENTS Abbreviations Tables Figures Exhibits Preface 1 ALTERNATIVE METHODS OF INTERNATIONAL MARKET ENTRY AND DEVELOPMENT Summary Introduction The changing shape of international business Business policy, international business and alternative methods of international supply Exporting and alternative methods of international market entry and development: definitions and forms Characteristics of alternative methods of international market entry and development Analysing international market entry and development mode Further reading Questions for discussion Notes and references 2 IDENTIFYING OVERSEAS OPPORTUNITIES Summary Introduction Country/market screening methods The key variables Market screening: empirical evidence Further reading Questions for discussion Notes and references 3 EXPORTING IN INTERNATIONAL MARKET DEVELOPMENT Summary Introduction Starting exporting Developing exports Successful exporters International industrial marketing Managing the export process Further reading Questions for discussion Notes and references 4 LICENSING AND FRANCHISING IN INTERNATIONAL MARKET DEVELOPMENT Summary Introduction Licensing-out Licensing strategy: theory and practice Characteristics of licensing enterprises and of licensing agreements: empirical evidence Planning and managing licensing agreements Licensing-in Franchising Further reading Questions for discussion Notes and references Appendix 4.1 Appendix 4.2 Appendix 4.3 5 CONTRACTUAL ARRANGEMENTS IN INTERNATIONAL MARKET DEVELOPMENT Summary Introduction Management contracts Turnkey contracts Contract manufacturing/international subcontracting Industrial co-operation agreements Contractual joint ventures and equity joint ventures in the Eastern Bloc Further reading Questions for discussion Notes and references Appendix 5.1 Appendix 5.2 6 JOINT VENTURES AND WHOLLY OWNED SUBSIDIARIES Summary Introduction Joint ventures Wholly owned subsidiaries Further reading Questions for discussion Notes and references Appendix 6.1 7 CHOOSING THE MARKET ENTRY AND DEVELOPMENT STRATEGY Summary Introduction Approaches to the choice of foreign market entry/development mode Choosing the foreign market entry and development strategy: an alternative approach Strategic alliances The single European market in 1992 and international business activity Conclusions and implications Further reading Questions for discussion Notes and references Bibliography Index
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