The SEGA handbook of international marketing HELSOEN

www.downloadslide.com ‘For their Handbook of International Marketing, Masaaki Kotabe and Kristiaan Helsen have managed to assemble a formidable cast of experts The Handbook provides a comprehensive overview of the field of International Marketing and readers gain access to cutting edge insights from top researchers in the field A “must-read” for everyone with a serious interest in the topic!’ Bodo Schlegelmilch, Dean, WU Executive Academy, Vienna University of Economics and Business Administration (WU-Wien), Austria Over the past two decades the nature of international marketing has faced huge change Increasingly challenged with the unprecedented emergence of globally integrated, yet geographically scattered activities multinational marketing has had to respond accordingly The SAGE Handbook of International Marketing brings together the fundamental questions and themes that have surfaced and promises to be an essential addition to the study of this critical subject area Masaaki “Mike” Kotabe holds the Washburn Chair Professorship in International Business and Marketing, and is Director of Research at the Institute of Global Management Studies at the Fox School of Business and Management at Temple University Kristiaan Helsen is an Associate Professor of Marketing at the Hong Kong University of Science and Technology (HKUST) Cover image © iStock ISBN: 978-1-4129-3428-2 781412 934282 The SAGE Handbook of In an internationally minded and detailed analysis the contributors seek to examine the stateof-the-art in research in international marketing, with particular emphasis on the conceptual framework and theory development in the field Looking at new research, formative and fundamental literature and the nature of global marketing strategy and consumer behavior, this timely and comprehensive Handbook offers the reader a compelling examination of the central concerns of marketing for an international community International Marketing ‘This Handbook covers a whole range of research topics in international marketing, written by world-class researchers conducting cutting-edge work in their respective areas.  It is truly a stateof-the-art book on research in international marketing.  It is a “must” read for academics and PhD students interested in building their career in international marketing.’ Vijay Mahajan, John P Harbin Centennial Chair in Business, The University of Texas at Austin, USA Edited by ‘The Handbook of International Marketing is a very timely book in light of the rapid globalization of the world It is not only the integration of markets of advanced and emerging markets (North-South integration) but also among the emerging markets (South-South integration) Kotabe and Helsen have done an outstanding job of selecting some of the best contemporary scholars in the field I was particularly pleased to see authors from all over the world contributing to this Handbook!’ Jagdish N Sheth, Charles H Kellstadt Professor of Marketing, Goizueta Business School, Emory University, USA Kotabe and Helsen ‘This Handbook, edited by two of the leading global scholars and written by a prestigious and authoritative collection of international scholars, will be a key resource in the evolution of international marketing scholarship.  It will be especially helpful to PhD students and junior faculty, but more senior faculty will also benefit from the broad scope and insightful analysis in this Handbook.’ David B Montgomery, Kresge Professor of Marketing – Emeritus, Stanford Graduate School of Business, USA & Dean – Emeritus, Singapore Management University, Singapore The SAGE Handbook of International Marketing Edited by Masaaki Kotabe and Kristiaan Helsen ‘This new Handbook of International Marketing provides an in-depth analysis of international marketing issues which must be understood and addressed in today’s global and interdependent markets While covering the managerial issues critical to marketers, the various chapters are fundamentally based on thorough research reviews The book communicates a phenomenal scope of knowledge; the authors, who are expert researchers on these topics, summarize the key concepts, frameworks and findings of the international marketing literature with thoroughness and great clarity I believe that this book covers everything that marketing academics need to know to access the field’s best current knowledge It is a must for Marketing and International Business PhD students as well as anyone interested in accessing the state-ofthe-art research in International Marketing.’ Hubert Gatignon, The Claude Janssen Chaired Professor of Business Administration and Professor of Marketing, INSEAD, France 5178-Kotabe FM 11/19/08 5:40 PM Page i www.downloadslide.com The SAGE Handbook of International Marketing 5178-Kotabe FM 11/19/08 5:40 PM Page ii www.downloadslide.com EDITORIAL ADVISORY BOARD Dana Alden, University of Hawaii at Manoa Michael R Czinkota, Georgetown University Angela da Rocha, COPPEAD Hubert Gatignon, INSEAD, France Kate Gillespie, The University of Texas at Austin G Tomas M Hult, Michigan State University Vijay Mahajan, The University of Texas at Austin Matthew B Myers, University of Tennessee-Knoxville Michael Song, University of Missouri-Kansas City Gerhard A Wüehrer, Johannes Kepler University, Austria Shaoming Zou, University of Missouri-Columbia 5178-Kotabe FM 11/19/08 5:41 PM Page iii www.downloadslide.com The SAGE Handbook of International Marketing Edited by Maasaki Kotabe and Kristiaan Helsen 5178-Kotabe FM 11/19/08 5:41 PM Page iv www.downloadslide.com © SAGE Publications 2009 First published 2009 Apart from any fair dealing for the purposes of research or private study, or criticism or review, as permitted under the Copyright, Designs and Patents Act, 1988, this publication may be reproduced, stored or transmitted in any form, or by any means, only with the prior permission in writing of the publishers, or in the case of reprographic reproduction, in accordance with the terms of licences issued by the Copyright Licensing Agency Enquiries concerning reproduction outside those terms should be sent to the publishers SAGE Publications Ltd Oliver’s Yard 55 City Road London EC1Y 1SP SAGE Publications Inc 2455 Teller Road Thousand Oaks, California 91320 SAGE Publications India Pvt Ltd B1/I 1, Mohan Cooperative Industrial Area Mathura Road New Delhi 110 044 SAGE Publications Asia-Pacific Pte Ltd 33 Pekin Street # 02-01 Far East Square, Singapore 048763 Library of Congress Control Number: 2008925349 British Library Cataloguing in Publication data A catalogue record for this book is available from the British Library ISBN 978-1-4129-3428-2 Typeset by CEPHA Imaging Pvt Ltd., Bangalore, India Printed in Great Britain by The Cromwell Press, Trowbridge, Wiltshire Printed on paper from sustainable resources 5178-Kotabe FM 11/19/08 5:41 PM Page v www.downloadslide.com Contents About the Contributors Preface OVERVIEW 1 Theoretical Paradigms, Issues, and Debates Masaaki Kotabe and Kristiaan Helsen SECTION viii xvii CHANGING MARKET ENVIRONMENTS 13 The Ancient Road: An Overview of Globalization Terry Clark, Monica Hodis and Paul D’Angelo 15 The Changing Global Political and Institutional Environment Jonathan Doh and Terrence Guay 36 Marketing and the Global Legal Environment Subhash Jain and Robert Bird 55 SECTION CONSUMER BEHAVIOR RESEARCH 71 Consumer Cognition Across Cultures Bernd H Schmitt and Nader T Tavassoli 73 Nation Equity: Country-of-Origin Effects and Globalization Durairaj Maheswaran and Cathy Yi Chen 91 Researching International Markets: Philosophical and Methodological Issues V Kumar SECTION CHANGING MARKET ENVIRONMENTS Research into Exporting: Theoretical, Methodological, and Empirical Insights Constantine S Katsikeas, Leonidas C Leonidou, and Saeed Samiee 114 163 165 5178-Kotabe FM 11/19/08 5:41 PM Page vi www.downloadslide.com vi CONTENTS International Franchising and Licensing Lance Eliot Brouthers and Jason Patrick McNicol 183 10 Joint Ventures and Alliances Miguel Rivera-Santos and Andrew C Inkpen 198 11 Establishment Mode Choice: Acquisition versus Greenfield Entry Desislava Dikova and Keith D Brouthers 218 12 Exit Strategies Masaaki Kotabe and Sonia Ketkar 238 SECTION GLOBAL STRATEGY 261 13 Global Competitive Marketing Strategy Michael Grund, Oliver Heil, and Mark Elsner 263 14 Global Sourcing Strategy Masaaki Kotabe, Michael J Mol, and Janet Y Murray 288 15 Uniformity versus Conformity: The Standardization Issue in International Marketing Strategy Saeed Samiee, Constantine S Katsikeas, and Marios Theodosiou SECTION DEVELOPING MARKETING STRATEGY 303 323 16 International Diffusion of New Products Trichy V Krishnan and Suman Ann Thomas 325 17 Global Branding John Roberts and Julien Cayla 346 18 Pricing in the Global MarketPlace Kristiaan Helsen 361 19 Global Communications Gary J Bamossy and Johny K Johansson 374 20 Global Channels of Distribution Daniel C Bello and Forrest Briggs 398 21 Global Trends in Grocery Retailing Katrijn Gielens and Marnik G Dekimpe 413 22 International Salesforce Management Thomas Brashear Alejandro 429 5178-Kotabe FM 11/19/08 5:41 PM Page vii www.downloadslide.com CONTENTS SECTION EMERGING ISSUES IN GLOBAL MARKETING 23 The Internet and International Marketing Venkatesh Shankar and Jeffrey Meyer 24 Organizational Heritage, Institutional Changes and Strategic Responses of Firms from Emerging Economics Preet S Aulakh and Raveendra Chittoor 25 Small Multinational Enterprises under Globalization Gary Knight 26 Ethics and Corporate Social Responsibility for Marketing in the Global Marketplace Georges Enderle and Patrick E Murphy Index vii 449 451 468 490 504 532 5178-Kotabe FM 11/19/08 5:41 PM Page viii www.downloadslide.com About the Contributors Preet S Aulakh is the Pierre Lassonde Chair in International Business and Director of the PhD Program at the Schulich School of Business, York University, Toronto, Canada He received his PhD from the University of Texas at Austin His research focuses on structuring and managing international alliances and partnerships, international technology licensing, and internationalization of firms from emerging economies His research has been published in journals such as Academy of Management Journal, Journal of International Business Studies, Journal of Marketing, Organization Science, among others Gary Bamossy is a Professor in the Marketing Group at the McDonough School of Business, Georgetown University He was Professor of Marketing at the Vrije Universiteit in Amsterdam from 1985 to 1999 and Director of the Global Business Program at the University of Utah prior to coming to Georgetown in 2005 His research looks at the global diffusion of material culture, and he is co-author of Consumer Behaviour: A European Perspective, 4th edn., 2009 (Pearson/Prentice-Hall) Daniel C Bello (PhD, Michigan State University) is the Marketing Roundtable Research Professor in the Department of Marketing at Georgia State University Previously, he was on the faculty at the University of Notre Dame and held management positions in the Product Development Group at Ford Motor Company His research interests include distribution strategy in domestic and international channel systems He has published widely in professional journals such as Journal of Marketing, Journal of the Academy of Marketing Science, Journal of International Business Studies and Journal of Business Research, among others Currently, he serves as Marketing Editor (2007–2010) of the Journal of International Business Studies Previously, he served as Editor-in-Chief (2003–2007) of the Journal of International Marketing He also has served, or serves, on the Editorial Review Boards of the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of International Marketing and Journal of Business Research Robert Bird is an Assistant Professor of Legal Studies at the University of Connecticut Robert received his JD and MBA from Boston University Before joining academia full-time, Robert practiced civil litigation and legal research in Connecticut He has served as a clerk for the Connecticut Appellate Court, the US Bankruptcy Court, and the Massachusetts Superior Court His research interests include employment law and international intellectual property law, including compulsory licensing and foreign direct investment Guest lectures include presentations at Indiana University, University of Texas, New York University, and the United Nations In 2003, he received the Junior Faculty of the Year award from the Academy of Legal Studies in Business He has published research articles in the American Business Law Journal, Boston University International Law Journal, Cincinnati Law Review, Kentucky Law Journal, and the Trademark Reporter Thomas Brashear-Alejandro (PhD, Georgia State University) is an Associate Professor of Marketing at the University of Massachusetts Amherst His work focuses on international marketing, sales management, business to business marketing and strategic marketing Tom has 5178-Kotabe FM 11/19/08 5:41 PM Page ix www.downloadslide.com ABOUT THE CONTRIBUTORS ix published his work in the Journal of the Academy of Marketing Science, Journal of Business Research, European Journal of Marketing, Journal of Business and Industrial Marketing and the Journal of Personal Selling and Sales Management He is on the Editorial Board of the Journal of Business Research and served as guest editor for the Journal of Business and Industrial Marketing and for a special edition of Journal of Personal Selling and Sales Management on international sales management Tom has served as a visiting professor at the ~ Universidade Pontificia Catolica in Rio de Janeiro and Fundacao Dom Cabral in Belo Horizonte, Brazil Forrest Briggs is an Atlanta native and a doctoral student at Georgia State University His research interests include marketing to consumers at the bottom of the pyramid as well as personal selling and sales management He is an academic member of the American Marketing Association and other professional associations Keith D Brouthers is Professor of Business Strategy at King’s College London, University of London He is ranked among the world’s leading scholars in international entry mode, international management, and Central and Eastern European research Keith’s research has been published in leading academic journals including Strategic Management Journal, Journal of Management, Journal of International Business Studies, Journal of Management Studies, Management International Review, International Business Review, Thunderbird International Business Review, Long Range Planning, Journal of Business Research, and Entrepreneurship Theory and Practice Lance Eliot Brouthers is Professor of Western Hemispheric Trade at The University of Texas at El Paso He has published over 80 authored articles, proceedings and book chapters on international business strategy, the international business environment and international entrepreneurship Julien Cayla is a Lecturer in Marketing at the Australian School of Business His research program is an attempt to integrate anthropological theories and methodologies to the study of marketing in the global marketplace Julien received his PhD in 2003 from the University of Colorado His thesis examined the way companies learn about culture in the context of their work with ad agencies This work received the prestigious Alden Clayton Prize from the Marketing Science Institute as well as the Sheth Foundation Best Doctoral Dissertation Prize His most recent work on Asian brands is forthcoming in the Journal of Consumer Research Yi Chen Cathy is Assistant Professor of Marketing at the Lee Kong Chian School of Business at Singapore Management University She received a PhD in marketing from Anderson School of Management, University of California, Los Angeles She holds a BA from Huazhong University of Science and Technology and an MA from University of International Business and Economics, Beijing Her research areas include Nation Equity, Emotions in Consumer Decisionmaking, Promotion, Reference Price and Culture She has previously published in Journal of Consumer Research Before joining academia, she worked in the telecommunications industry in China in international marketing Raveendra Chittoor is an Associate Professor in the strategic management group at the Indian Institute of Management Calcutta, India His research focuses primarily on issues related to entrepreneurship, emerging economies and internationalization of firms from India and has 5178-Kotabe-Index 11/19/08 5:43 PM Page 536 www.downloadslide.com 536 INDEX Eliashberg, J 325, 335 Elinder, E 304 emerging economies export performance 478–80 future research 483 institutional changes and firm transformations 470–6 internationalization of firms 476–81 joint ventures 477 lack of comparative research 482 learning and capability building 477–8 liberalization trends 468–70 networks, internationalization and foreign entry 480–1 organizational transformation 470 research trends 481–2 role of business groups 473–6 state-owned enterprises and privatization 470–2 strategic choices for firms 472–3 strategies and performance of firms 478–80 sustainability 482–3 emerging market firms (EMFs) 480 emotion, country-of-origin effects 92, 94, 96, 109–10 employees 432 employer branding 285–6 Employment Protection and Product Market Regulation 279 Endresen, I 452 Engels, Friedrich 25, 28–9 Engle, R 433 Ensign, P.C 244 entrepreneurship, international orientation 494 entry decisions, long-run elasticities 419 entry mode choice 481, 494–5 environmental protection issues 47–9 and global competition 264 and global sourcing strategy 289 environmental volatility 403–4 equity sharing, alliances 207 equivalence of calibration 145 in international research 117 of measurement 145 metric 145–6 of sampling 152 of translation 145 Erdem, T 421 Erffmeyer, R.C 435–6 Erickson, G.M 93–4 Erramilli, K 402, 403 Escalas, J.E 357 establishment mode choice acquisition versus greenfield 218 acquisition and/or greenfield experience 230 asset specificity 228 categories of research 218 combining theoretical perspectives 234 country-level predictors 231–3 cultural distance 231–2 diversification 227–8 firm-specific predictors 227–30 first-mover advantages 230 future research 233–5 host country characteristics 232 host country legal regulation 232–3 industry concentration 230–1 establishment mode choice (Continued) industry growth rate 230 industry-specific predictors 230–1 international experience 228–9 international strategy 229 issues needing further research 234–5 knowledge-based view 219, 227, 229 management attitudes 233 methodological issues 235 mode types 235 network theory 233 new theories for research 233–4 oligopoly 230 performance implications 234–5 qualitative research 234 relatedness of investment 228 relative investment size 229 research studies 220–6 subsidiary autonomy 229–30 technological and advertising intensity 231 theories 219–27 transaction cost economics (TCE) 219, 229 ethical imperialism 509 ethical relativism 509–10 ethical skepticism 510 ethics American Marketing Association Statement of Ethical Norms and Values for Marketers 522–3 application 524–5 arguments for 508–9 basic perspectives 523 business case for corporate social responsibility 516–17 challenges 509 concepts 510–19 concepts of corporate social responsibility 515–17 corporate responsibility and CSR 513–17 corporate social responsibility (CSR) 507–8 corporations as moral actors 513 corruption 505–6 economization 508 emergence in global marketplace 504–10 evolving perspectives 521–4 freedom and responsibility 512–13 and global marketplace 519–21 and globalization 519–20 the Golden Rule 517–18 good business 508–9 human capabilities 519 human rights 506, 518–19 importance of corporate reporting 521–2 international salesforces 441–2 iron law of responsibility 523 marketing ethics and ethical marketing 512 morality and responsibility 510–12 multi-level approach 520–1 multiple forms 504–8 normative perspectives 523–4 overlapping consensus 517–19 purposes and responsibilities of corporations 513–14 responsibility 516 role of corporate social responsibility 516 scandals 508 5178-Kotabe-Index 11/19/08 5:43 PM Page 537 www.downloadslide.com INDEX ethics (Continued) sustainability 504–5 two-legged approach 521 United Nations Global Compact and other initiatives 506–7 views and attitudes 509–10 ethnocentrism 5, 6, 80, 104–5, 312 etic research 74 European Economic Community (EEC) 42 European Union (EU) 7, 36, 42–3 advertising laws 64 agency law 64 competitive advantage 277 directive on data privacy 1995 66–7 global influence 43 gray market goods 63 European Union’s Green Paper on CSR 515 evolution, stages 4–7 evolutionary perspective exchange rate pass-through 367–8 exchange rate pass-through, 371 exchange rates, fluctuation exclusive territory dealership (ETD) 368 executive interviews 130–1, 132 exit strategies antecedents 243–5 barriers to exit 248–9 carve-out strategy 247–8 costs of exit 249 cultural differences 250–5 defining 238 economic barriers 249 and exit modes 247–8 future research 256–7, 257 implementation of decision 244 implications in global economy 255–7 Japanese 251 lack of data 238–9 managerial barriers 249 network theory 243 outcomes 249–50 ownership, location, internalization (OLI) paradigm 241–2 peer influence 246 performance implications 249–50 phases of research 239–40 plant closure 248 portfolio theory 242–3 research methodology 239 reverse product diversification (RPD) 242 shifting research focus 244 spin-off strategy 247 strategic view 242–3 studies of 252–5 and subsidiary evolution 243 theories 241–3 time taken 256 from USA 250 USA 251 exits, domestic 249 expansion, acquisition of local brands 379 expatriate employees 432 expertise 95–6 exploratory research 120 export marketing stage 5–6 export prices 363 exporting 165–6 exporting research analytical methods 172 barriers to export 174 born globals 177 buyer-seller relationships 175 competitive advantage 176 constructs and research tools 171–2 data collection 172 development of theoretical research 177 drivers of export behavior 174–5 early phases 173–4 empirical knowledge 173–7, 178 evolution of knowledge 173 export development models 174 export intention/propensity 174 export performance 176 export promotion programs 174 export stimulation 174 export strategy 175 future of 178 industrial organization paradigm 169 interfunctional interactions 177 intermediate phases 174–5 internationalization theory 169–70 Internet exporting 176–7 late phases 176–7 market orientation 176 marketing research 175 methodological developments 170, 177–8 neo-classical micro-economic paradigm 167 organizational learning 176 paradigms 168 political economy paradigm 169 reasons for exporting 174 relational paradigm 169 research methodologies 170–2 resource-based view 168–9 sampling frames 171 scope of research 170–1 specific location perspective 173–4 theoretical basis 166, 167–70 transaction-cost paradigm 167–8 external pressures, towards export marketing extreme response style (ERS) 139 factor endowments 166 factor prices 166 Family Business Groups (FBGs) 474 Feather, N.T 76 Fiat 351–2 Filatotchev, I 480, 481 Finland 493 firms, global competitive advantage 279–86 Fladmoe-Lindquist, K 190–1 Flaherty, T.B 433–4 flexible cost-plus pricing 363 focus groups 122, 127–8 Fok, D 335 Foo, M 193 forces, normative 408 Ford, J.B 431, 433–4 foreign consumer culture positioning (FCCP) strategy 159 537 5178-Kotabe-Index 11/19/08 5:43 PM Page 538 www.downloadslide.com 538 INDEX Foreign Corrupt Practices Act (FCPA) 1977 57–9 foreign direct investment (FDI) 191, 471, 476, 478 foreign exchange rates, and pricing 366–8 foreign sales agencies 400–1 foreignness 103–4 format diversification, grocery retailing 422–5 forum selection clause 67 foundations, privately funded 50 fragmentation 7, 386 France 93, 283 franchising 62–3 and agency theory 187–8, 189–90 benefits 187 definitions 183–4 description 184–5 future research 192–4 international 190–2 key characteristics 186 and resource scarcity 189–90 scholarly perspectives 183 strategies 185 types of 184–5 vs licensing 186, 186–7 Francis, J 409, 410 Frank, L 329 Frankl, Viktor 513 Frazier, G.L 401 Free Trade Agreement (Korea and USA) 107 Friedman, M 519 Frost, T 472 functional equivalence 137 Gagnon, J.A 367 game theory 204 Ganesh, J 333–4 GAP 281 Garg, M 481 Gaston-Breton, C 365 Gatignon, H 325, 330, 399, 403 Gaur, A.S 245 Gavlen, M 452 Gedajlovic, E 474 Gelner, Ernest 26 General Agreement on Trade and Tariffs (GATT) 41, 45 General Motors 282 generalizability, country-of-origin effects 100–3 genetically modified organisms (GMOs) 48 geopolitics, and nation equity 108 George, G 470 Ger, G 76 Germany 63, 93, 278–9 Gertner, R.K 479 Geyskens, I 405, 424–5 Ghertman, M 247 Gielens, K 337, 418, 419, 425–6 Gimeno, J 366 global advertisers 377–8 global advertising 374, 378–81 global advertising agencies 376–7 global branding and competitive advantage 283–5 defining 347–50 future research 354–7 summary of manufacturer’s perspective 349–50, 350 global brands combining approaches to research 356–7 consistency and adaptation 351–2 consumer-centric view 350–3 process of realization 353–4 significance 346–7 as stories 352, 357 value to consumers 352–3 global communications consolidation of control 375–6 future of 392–4 and Internet 375 Internet-based 385–6 research topics 387 Global Compact 40, 45 global competition 264 criticism of 269–70 importance of 286 Internet as catalyst for 265–7 new determinants 265–72 and regulation 278–9 Global Competitive Index 275–6 global competitive intelligence (GCI) 267–9 Global Competitive Report 2007/8 274–7 global competitive strategy, definition 265 global consumer culture positioning (GCCP) strategy 158–9 global distribution channels 398–9 theoretical frameworks 399 global economy, implications for exit strategy research 255–7 global governance 50 global integration global legal environment, complexity 55 global marketing stage 6–7 global markets, product piracy 270–2 ‘global’, meaning of concept 348 global media conglomerates 375–6 global product development, web-based 457–8 global public relations 374–5, 384 global regulation 278–9 global sales promotion 381–4 global sourcing strategy 288 see also outsourcing balanced fit perspective 296–7 competitive advantage 289 complexities 289–90 cultural differences 292 and environmental protection issues 289 experience of 289 managerial implications 298–9 and performance 291–6 perspectives 297 phases of development 290–1 recent waves 291 research implications 297–8 trends 290–1 global sponsorships 381–2 ‘global startups’ see born globals global super-brands 284 global trade, expansion 346 ‘global village’ 20–1 globalization and alliances 210 Americanization paradox 26–7 as continuum 17, 17–18 5178-Kotabe-Index 11/19/08 5:43 PM Page 539 www.downloadslide.com INDEX globalization (Continued) cost-based production advantages 279–82 and country-of-origin effects 97–103 and criminality 37 criticism of 269–70 definition in international business 16–18 as dynamic process 17 economic paradox 26 emotional paradox 27–8 and ethics 519–20 and evolution of humanity 31 and exporting 165 four components 22 future of 28 and global competition 263 as historical process 18–20 history of term 20–1 history of the idea 18–20 and information and communication technology 491–2 logical paradox 25–6 and marketing strategy 263 of markets 318 measuring 21–4 middle class 30–1 paradoxes of 24–8 philosophical paradox 25 post WWII 18 and rapidly developing economies (RDEs) 468–9 reversal of culture flows 29–30 role of politics 28–9 as ‘world-system’ 16 globalization indices A.T Kearney/Foreign Policy 23 problems with 24 Swiss Institute for Business Cycle Research (KOF) 22 use of 24 ‘Globalization of Markets’ (Levitt) 21 glocalization 318, 348–9 Godar, S.H 249 Goldberg, P.K 367 Goldman, A 418, 419–20 Gottdfredson, M 289 governance indicators 38 infrastructure 38 styles of 405 governments, interactions with multinational corporations 39 Graham, J.L 439 graphical scales 144 gray market goods 63, 271 gray markets 368–9 Green, R.T 80 greenfield expansion 418 Greenfield On-line 128 Greenspan, L 380 Griffin, Ray 243, 244 grocery retailing discounting 421, 422–3 format diversification 422–5 internationalization 413, 417, 417–20 Internet 414, 424–5 market exits 419–20 grocery retailing (Continued) no-frills 414 own brands 413–14 presence of discounters 423 recent trends 425–6 Grunberg, Leon 240–1 Guay, T.R 49 Guillen, M 453, 473, 477 Gürhan-Canli, Z 96–7, 104 Hadjimarcou, J 480 halo effect 93, 94 Hamilton, R.T 250 Han, J.K 84, 94, 98, 100 Harrigan, Kathryn R 249 Harvey, M 370 Haufler, Virginia 50 Heenan, D.A 476 Heidelberger Druckmaschinen 273–4 Heineken 349 Heinz 62 Helsen, K 329 Henisz, W.J 246 Hennart, J.F 235, 247 Herche, J 431, 433 heritage 267 heuristic processing 95 ‘hidden champions’ 494 Highes, Charles 348 Hilfiger 310–11 Hill, C.W 431–2 Hill, J.S 430–1, 435 Hinduism 76 historical view, business groups 474 Hitt, M.A 205, 471 Hofstede, G 78, 354 Holt, D.B 283–4, 285, 349, 352, 392 home country laws 55–60 homogenization 346 Honeycutt, E.D 431, 433–4, 435, 436, 441 Hong, Sun-Tai 94, 106, 109 Hood, N 243 horizontal agency problems 188 Hoskisson, R.E 469, 475 host country characteristics, establishment mode choice 232 host country laws 60–5 host country legal regulation, establishment mode choice 232–3 host country nationals 432 Houston, M.B 404–5 Hoyer, W.D 77–9 Hsu, M 329–30 human resource management, and employer branding 285 human rights 66, 506, 518–19 humor 267 Hungary, country-of-origin effects 93 Hunt, E 81 Hunt, J.M 76–7 Hunt, Lynn 518 Hunt, S.D 189 Hunt, T.G 441 hybrid products 98 Hyundai 107 539 5178-Kotabe-Index 11/19/08 5:43 PM Page 540 www.downloadslide.com 540 IBM 284 identity theft 129 idiocentrism 79 illegal labor 282 Immelt, Jeffrey 514 Incremental Breakeven Analysis 366 independence techniques 156 independent multi-country research 119 India competitive advantage 277 data privacy 66 foreignness effect 103 growth internationalization 482 networks 481 individualism, and collectivism 77–9, 84, 96, 97 industrial organization theory (IO), alliances 200–1, 202, 205 industry concentration, establishment mode choice 230–1 industry growth rate, establishment mode choice 230 information country of origin as cue 93 flow Internet as source 452 reactions to 80 information and communication technology 7–8, 15, 491–2 Ingram, T 435 inimitability 406 initial hypotheses 115 innovation, international small-and-mediumsized-enterprises (ISMEs) 496 institutional deficiencies 37–8 institutional environments, changing 36–7 institutional governance, measuring 38 institutional theory (IT) 193, 203, 205, 400, 408–10, 474 institutions as challenge 37–9 future of 49–51 multilateral and regional 40–3 regional 41–2 regulative 408 integrated marketing communications (IMC) 374 intellectual property rights 51, 61–2, 65–6 inter-governmental organizations (IGOs) 36, 40–3, 50 inter-organizational cooperation see alliances interactive forms 127 internal uncertainty 404–5 international communication, and the Internet 458–62 international conventions 68 international distribution, and the Internet 463–6 international entrepreneurship 494 international experience (IE) 405 international franchising 190–2 international intellectual property law 65–6 international joint ventures (IJV) 403–4 see also joint ventures International Labor Organization (ILO) 45 INDEX international laws 65–7 international licensing 192 international market standardization as academic field 304–5 antecedents 308–13 conceptualization of intermarket segmentation 306 contingency theory 307–8, 308 country-of-origin effects 315–16 environment 313 evolution 303–5 and globalization 313 market segmentation 305–7 nature of the product 309–12 organization factors 312–13 and performance 316–17, 318 subsidiary level 313–14 theory 305–8 unit of analysis 314–15 international marketing international small-and-mediumsized-enterprises (ISMEs) 493–4 number of articles published international marketing research (IMR) basic activities 159 bias 117–18 classification 118–20 comparability 119–20 cultural perceptions 114 definitions 114–15 as distinct from domestic 117 issues 118 opportunities 159–60 philosophical issues 118–40 process 115–17, 116 regional idiosyncrasies 131 research approaches 120 researching across countries 118–20 international marketing stage ‘international new ventures’ see born globals international price coordination 368–70 international product development, and the Internet 457–8 international product life cycle 166 international salesforces 429–30 assessment methods in selection 433–4 commitment and turnover 437–8 complexities of management 442 control and compensation 440–1 and culture 431 ethics 441–2 future research 443 job satisfaction 439 organization and administration 430–1 performance 438–9, 443 recruitment and selection 431 recruitment decisions in cross-cultural environments 434 relationships and trust 443 role perceptions 437 role perceptions and work outcomes 436–41 staffing policies 431–2 training 434–6, 442–3 turnover 438 5178-Kotabe-Index 11/19/08 5:43 PM Page 541 www.downloadslide.com INDEX international small-and-mediumsized-enterprises (ISMEs) capabilities 496 as challenge to traditional models of internationalization 500 characteristics and performance 493 entrepreneurial orientation 499 entry modes 494–5 flexibility 499 future research 500–1 growth in numbers 490–1 and information and communication technology 491–2 innovatory capacity 496 international marketing 493–4 internationalization theories 493 learning orientation 495–6 networks 498 niche markets 499 private knowledge 497–8 product positioning 497 research findings 492–5 resource-based view (RBV) 497 rise of 499 theoretical perspectives 495–8 unique resources 497 international strategy, establishment mode choice 229 international trade fairs 375, 384–5 internationalization, south-south 476–7 internationalization strategies, China 481 internationalization theories, international small-andmedium-sized-enterprises (ISMEs) 493 Internet barriers to use 459 as catalyst for global competition 265–7 company-generated communication 458–9 and consumer power 266–7 emerging trends and future issues 464–5 exporting 176–7 firms’ use 452–7 future research 466 global brands 356 and global communications 375 and global culture 263 grocery retailing 424–5 influence 465 information gathering 452 and international communication 458–62 and international distribution 463–4, 465–6 and international marketing 451–2 and international pricing 462–3 international product development 457–8 international small-and-medium-sized-enterprises (ISMEs) 491–2 local language and adaptation 459 ‘long tail’ 390 marketing 385–92 marketing strategies 457 McDonald’s localized campaign in Germany 460 mobile use 465 organizing framework for international marketing 452, 452–3 pricing 462–3, 465 research on international marketing 454–6 small websites 390 Internet (Continued) usage 385 use of on-line services 128 user-generated communication 459–62 Internet research data sources 126–9 identity theft 129 issues 129–30 primary sources 127–8 privacy 129 secondary sources 128–9 speed 129–30 website effectiveness 129 INTERPOL 41 Interpublic 377 interval scales 141 interviews 121–2 telephone 132–3 investment 228, 229 Investments needed to increase China’s attractiveness 274 involuntary divestment 239 Isobe, T 246 isomorphism 409 Item Response Theory 139, 146 itemized category scales 141–2 Ito, K 251 iTunes 462–3 Jackson, D.W.Jr 438, 439 Jacques, L.L 248 Jain, D 329 Jain, S 308, 309 James, William 76 Jantan, M.A 435 Japan advertising laws 63 country-of-origin effects 96 ethnocentrism 104 exit strategies 251 foreignness effect 103 image 109 localization strategy Javalgi, R.G 459 Jayachandran, S 366 Jedidi, K 329 Joachimsthaler, E 354 Johansson, J.K 99 John, G 368 Johnson, G 470 Johnson, S.A 404–5 Johnston, W.J 433 joint ventures 62, 198–200, 246, 405 see also international joint ventures (IJV) cross-border 292 definition 199 emerging economies 477 Jolibert, A.J.P 100 judgmental sampling 151 jurisdiction 68 Justis, R.T 189 Kale, P 470 Kalish, S 336, 354 Kamath, R 242 541 5178-Kotabe-Index 11/19/08 5:43 PM Page 542 www.downloadslide.com 542 Kang, Dong Kyoon 106, 109 Kapferer, J.-N 350 Kaufman, R.J 331–2 Keegan, W.J 476 Keller, K 348, 349, 351, 353, 392 Kernan, J.B 76–7 Ketchen, D.J Jr 190 Khanna, T 473, 474, 475 Kim, D 336–7 Kim, H 475 Kim, J 363 Kim, L 472 Klein, S 401, 403 Knetter, M.M 367 Knight, R.M 190, 493, 494 knowledge-based view, establishment mode choice 219, 227, 229 knowledge, local 318 knowledge, skills and attributes (KSAs) 435 Knowles, L 17, 24, 27–8 Kobrin, S.J 39 Kogut, B 471 Koll, O 423–4 Koller, T 256 Konings, J 471 Korea 475, 477, 479 Kotabe, M 294, 296, 438, 440, 479–80 Krafft, M 430, 431, 433, 440 Kriauciunas, A 470 Krider, R.E 419–20 Krishnan, T.V 334 Kryptonite 266 Kucher, E 369 Kumar, N 405, 417, 420 Kumar, V 115, 333–4 Kyoto Protocol 47–8 labor, reducing costs 48 Lal, R 440 Lamey, L 420 Landrover 382 Lane, P.J 207 language 80–1 auditory and visual attention 82–3 Chinese and English, comparison 81–4 grammar 82 limitations and future of research 84 meanings of words 82 memory retrieval 83 non-verbal distractions 83 order-processing 83–4 primary data research 123 spatial processing 84 surveys 134 web sites 458, 459 Latin America 479 Lau, C.M 478, 481 laws affecting foreign trade 56 anti-boycott 59 anti-bribery 58–9 anti-corruption 57–9 antitrust 56–7 code law 68 common law 68 INDEX laws (Continued) to eliminate tax loopholes 59–60 host country 60–5 international 65–7 jurisdiction of 68 on privacy 66–7 protecting domestic industry 59 tax treaties 60 USA domestic 55–60 leadership, charismatic 392–3 Leclerc, F 100 Lee, C 77–9, 80, 477 Lee, Dae Hoon 336–7 Lee, K.S 437, 438 Lee, Y.H 84 legitimacy 408–9 Leiblein, M.J 294, 296 Leonidou, L.C 309 Lepowska-White, E 438, 439 less developed countries, working conditions 49 Levitt, T 7, 21, 25, 29, 305, 318, 376 Levy, Brian 479 Lewin, A.Y 458 Lewin, J.E 433 LG Electronics 311–12 Li, H 439 Li, J 245 Li, L 442 liberalization trends 7, 468–70, 471 licensing definitions 183–4 description 185–6 future research 192–4 international 192 scholarly perspectives 183 vs franchising 186, 186–7 licensing theory 190 Likert scales 143–4 Lim, C.U 438, 440 Lim, Y 472 Lindenburg, M 45, 46, 47 linkage, leverage and learning (LLL) framework 483 literacy 80–1 lobbying 43 local agents 406–7 local consumer culture positioning (LCCP) strategy 158–9 local knowledge 318 local positioning 348–9 localization strategy logographs 81–2 ‘long tail’ 390 Long, Tom 284 Lorange, P 248 Low, C.S 439 Lu, J.W 245, 400, 409 Lu, L.-C 441 Lubatkin, M 239 Luna, D 458, 459 Luo, Y 204, 403–4, 405, 471, 483 Lupton, R.A 433–4 Luttwak, E 26 MacCormack, A 283 Madrid Protocol 66 5178-Kotabe-Index 11/19/08 5:43 PM Page 543 www.downloadslide.com INDEX Madura, J 242 Mahajan, V 336, 354 Maheswaran, D 80, 94–7, 104, 106 mail surveys 133 Makino, S 204, 246, 251, 408, 409–10, 478 management franchising and licensing 187 implications of global sourcing strategy 298–9 managerial intuition 290 Manwani, Harish 348 market entry, timing 246 market exit see exit strategies market research 378–9 market segmentation 305–7 marketing definition dependence on other activities 318 Internet-based 385–92 and materialism 76 traditional communications 378–85 ‘marketing universals’ 364 markets entry, survival and exit 245–7 globalization of 318 Markides, C.C 243 Martin, R.E 189 Marx, Karl 25, 28–9 mashups 388 mass marketing, vs niche 391 massively multiplayer online role playing games (MMORPG) 389 Master Franchise Agreement 62 Mata, J 245, 247–8, 250 materialism 76–7 Mathews, J.A 483 Mathur, A 437, 438 Matthyssens, P 242, 245 Matulich, E 480 McDermott, G 470–1 McDonaldization 26–7 McDonald’s 62–3, 283, 351 McDougall, P 493 McGowan, K.M 364 McLuhan, Marshal 20–1 McNaughton, R 495 measurement difficulties 404–5 equivalence of 145 measuring performance 206 scales 141 media advertising 378–81 media, blending content with promotion 378 media conglomerates 375–6 mediation 67 Mehta, P 474 Melewar, T.C 459 memory retrieval 83 Menguc, B 438–9 ‘mentalese’ 81 Mercado Común del Sur (MERCOSUR) 7, 41 mergers and acquisitions (M&A) 239, 246 Mesak, H 329–30 methodological issues 140–59 metric equivalence 145–6 543 Mexico 479 Michaels, R.E 437 Ming, Z 247 Mishra, S 336–7 Mitchell, D.J 76–7, 248 mobile media and technology 465 Moen, Ø 452, 464 Mol, M.J 294 ‘mondialization’ 20 monetary reserves 278 Money, B.R 439 money illusion effect 365 Monroe, K.B 368 Montgomery, C.A 242 motivational domains 380–1 Mullainathan, S 474 Muller, E 336, 354 multi-attribute attitudinal model 99 multi-attribute model 93–4 multi-country research 119 multi-stage sampling 151 multi-unit franchising 185 multidomestic marketing multimarket competition 366 multinational corporations attitudes towards 29 from emerging countries 209 interactions with host governments 39 and non-governmental organizations (NGOs) 46 political risk to 36 postwar spread 15 third world 476–7 multinational marketing stage multinationalism, country-of-origin effects 98–9 multiple-item scales 143–4 Munuera, J.L 442 Murphy, P.E 512, 522–3 Murray, J.Y 296 Myers, M.B 370 Naidu, G.M 494 Nair, H 331 Nakata, C 79 narrative thinking 357 nation equity 92, 102–3 building 107–9 and country-of-origin effects 109 generation of profit and revenue 110 and geopolitics 108 and politics 107–8 social and cultural perceptions 108 nationalism 26 Naumann, E 438, 439 neo-classical micro-economic paradigm 167 Neterneyer, R.G 437 network theory 204, 233, 243 networks 209, 480–1, 498 Neupert, K.E 204 New Media 386–92, 387 New United Motor Manufacturing, Inc (NUMMI) 282 New York Convention 1958 67 Newly Industrialized Economies (NIEs) 478 Newman, K 470, 475 ‘NGO Watch’ 46 niche marketing, vs mass 391 5178-Kotabe-Index 11/19/08 5:43 PM Page 544 www.downloadslide.com 544 Nietzsche, F 514 NikePlus User Generated Discussion Forum 461 nominal scales 141 non-governmental organizations (NGOs) 36–7, 40 accountability 46, 50 global roles 45 increasing number 45 and multinational corporations 46 recent history 45–6 rise of 44–7 and trade policy 45 types and purpose of 44–5 non-parametric statistics 156 non-probability sampling 151–2 non-profit sector 44 non-response 149–50 Nonaka, I 99 normative forces 408 North American Free Trade Agreement (NAFTA) 7, 41, 45 North, D.C 37–8 Norway 108–9 Nussbaum, Martha 519 observational techniques 122 obsolescing bargain model (OBM) 39 O’Donnell, E 480 OECD Convention on Combating Bribery of Public Officials in International Transactions 58–9 offshoring 291, 294–5 Ohmae, Kenichi 25–6 Omnibus Trade and Competitiveness Act 1988 58 Omnicom 377 on-line focus groups 127–8 on-line panels 127 O’Neill, H.M 239 onshoring 294–5 operational NGOs 44 opportunism 406 ordinal scales 141 Organization for Economic Cooperation and Development (OECD) 41, 490 Organization of Petroleum Exporting Countries (OPEC) 41 organizational learning, second-order 470 outsourcing 243 see also global sourcing strategy avoiding bureaucratic costs 293 balance perspective 294–5 case against 293–4 case for 293 complementary capabilities/lower production costs 293 fit perspective 295–6 hollowing out 294 interfaces/economies of scope 293–4 learning and innovation 294 opportunistic behavior 294 optimal degree of 289 and performance 295 relational rent 293 strategic flexibility 293 strategic focus/reduction of assets 293 transaction and coordination costs 294 Oviatt, B 493 Owen, S 250 INDEX ownership-based entry (OBE) 403 ownership, location, internalization (OLI) paradigm 241–2, 410 Oxfam 45, 47 Padmanabhan, P 232 Page, K.L 97 Paine, L.S 513 Palepu, K 473, 474, 475 Pan, Y 83, 204, 410 Pandian, J.R 477 Pangarkar, N 481 paradoxes, of globalization 24–8 Paraguay 64 parallel imports 368–9 Parker, P.M 330, 332–3, 364 Patent Cooperation Treaty (PCT) 66 patents 61, 65 patriotism 105 Pattnaik, C 481 Pauwels, P 242, 245 peer-to-peer (P2P) 387 Peng, M.W 407, 471, 473, 480–1 Pennings, J.M 245 Penrose, E 499 Pepitone, A 351 Peracchio, L.A 458 performance and global sourcing strategy 295–6 implications of alliances 205–6 implications of establishment mode choice 234–5 implications of exit strategies 249–50 and international market standardization 316–17, 318 measuring 206 and outsourcing 295 of subsidiaries 245 performance ambiguity 404–5 personal interviews 130–2 Peterson, R.A 100 Phillips, S 289 Picco Z helicopter 389 pictorial scales 143 Piercy, N 439, 440 piracy 61–2, 270–2 plant closure 248 podcasts 387 polarization 386 policy networks 43 political borders, loss of relevance political environments, changing 36–7 political issues 37, 47 political risk 36 political risk models 39 politics 28–9, 47, 107–8 polycentrism pooling, of samples 152–3 Porter, M 249 portfolio theory, exit strategies 242–3 Portugal, P 245, 247–8, 250 Powell, W 408 price corridor 369, 369 price information, and country-of-origin effects 99 price wars 366 5178-Kotabe-Index 11/19/08 5:43 PM Page 545 www.downloadslide.com INDEX pricing and competition 371 competitive landscape 365–6 control 370 coordination across markets 371 as critical issue 361 and culture 364, 371 currency choice 367 data sources 370 decisions and consumers 364–5 description 318 emerging markets 371 exchange rate pass-through 367–8, 371 and foreign exchange rates 366–8 future research 371 high inflation 371 international price coordination 368–70 international price-setting 362–3 and the Internet 462–3, 465 lack of research 370 price differentials 362–3 and sales promotions 371 setting export prices 363 setting transfer prices 363 as under-researched 361 ‘pricing-to-market’ (PTM) 367 primary data research 121–3 privacy, Internet research 129 privacy laws 66–7 private labels 413–14, 419, 420–2, 425 shares 420 privatization, in emerging economies 470–2 probability sampling 150 Proctor and Gamble (P&G) 312–13, 348 product and trade name franchise 185 product attributes, and country-of-origin effects 99 product liability and negligence 64 product placement 382, 383 product recalls, and country-of-origin effects 102 production costs, offshoring 294–5 products, hybrid 98 protectionism 56 public broadcasting 376 public relations 374, 384 Publicis 377 published data sources 125 Puryear, R 289 Putsis, W.P.Jr 334 Puumalainen, K 329 Pythagoras 76 Q-sort scales 142–3 Quelch, J 349 questionnaires cultural factors 140 design 135 design issues 139 development 135–7 direct and indirect questions 136 layout 139–40 open-ended and closed-ended questions 135–6 response styles 138–9 translation 140 verbal and non-verbal questions 136–7 wording 139 545 quota sampling 152 quotas 59 Raghubir, P 365 Rajan, K.S 481 Ralston, D.A 471 Ramamurti, R 40, 470 Ramaswami, S 419–20 Rangan, S 295 rank order scales 142 Rao, C 402, 403 rapidly developing economies (RDEs) 468–9 ratio scales 141 Rawls, John 517 Raymond, M.A 363 real options theory 193, 203–4 Reardon, J 380 regiocentrism regional trade organizations 50 regionalization 41–2 regulation, global 278–9 Reibstein, D 351 religion 76 research bias 338 consumer cognition 73–4, 84–5 country-of-origin effects 93–103 deficiencies 8–9 equivalence 117 etic 74 exit strategies see exit strategies global advertising 380–1 implications, global sourcing strategy 297–8 into language 80–4 New Media and global communications 387 New Media marketing 392 persuasion, attitude and decision 80 relation of cross-cultural insights to strategies 158–9 research design 115–16 research problem, defining 115 resource-based view (RBV) 399–400, 405–8 alliances 202–3, 205 business groups 473–4 international small-and-medium-sized-enterprises (ISMEs) 497 resource dependence theory 203 resource mobilization 123 resource scarcity, and franchising 189–90 response bias 146–8 response styles 138–9 results of research, interpretation and presentation 117, 123, 158 retail landscape 415 retail market, consolidation 416–17 Retail price indices 362 retailers, and grocery suppliers 416 retailing 414–17 grocery see grocery retailing Reuer, J.J 294, 296 reverse product diversification (RPD), exit strategies 242 Rich, A 510 Ries, A 349 Ries, L 349 5178-Kotabe-Index 11/19/08 5:43 PM Page 546 www.downloadslide.com 546 rigid cost-plus pricing 363 risk 36, 38, 39, 49 Ritzer, G 26–7 Rivkin, J 474 Robertson, T.S 325, 354 Rocha, A 479 Rodrik, D 26, 48 Roger’s theory of innovation diffusion 327 Roman, S 436, 442 Romeo, J.B 93 Rose, C 242, 251 Rose, G.M 441 Roth, M.S 79, 93, 310, 317 Roth, V 401 Rouzies, D 434 RSS feeds 391 Ruggie, John 506 Rugman, Alan 16 Ruiz, S 436 Russia 61, 277, 480 Saatchi & Saatchi 376, 377 ‘Safe Harbor Principles’ agreement 66 sales promotion, global 381–4 sales promotions, and pricing 371 Samiee, S 101–2, 307, 310, 317, 367 sampling cluster 151 convenience 151 cultural setting 153 determining target population 148 economic status 152–3 equivalence of 152 frame 148 geographical proximity 153 judgmental 151 multi-stage 151 non-probability 151–2 pooling 152–3 probability 150 process 148–50, 149 quota 152 sample size 122, 148–9, 152–3 selecting procedure 148–9 simple random 150 snowball 151 stratified random 150 systematic random 150–1 types 150–2 sampling frames 171 Sarvary, M 330, 332–3 scales associative 144 attitude measurement 143 choice of 144–5 communication 147 comparative 142 constant-sum 143 continuous 144–5 educational systems 147–8 graphical 144 interval 141 issues in design 147–8 itemized category 141–2, 143 Likert 143–4 INDEX measurement of 141 multiple-item 143–4 nominal 141 ordinal 141 pictorial 143 Q-sort 142–3 rank order 142 ratio 141 response formats 147 semantic differential 144 single-item 141–2 Stapel 144 Thurstone 144 transformation 155 scaling 141–5 Schmitt, B.H 83, 100 Schneider, A 256 Schuiling, I 350 Schultz, Walter 512–13 Schumpeter, J 496 Schwaiger, 380 Schwartz, S.H 380 Scott, R.W 408 search engines 128, 392 Second Life 389 secondary data 124–6 secondary data research 123–4 secondary sources 115 Segalla, M 434, 441 segmentation 386 self-construal 97 self-esteem 103–4 self-reference criterion (SRC) 115, 158 semantic differential scales 144 Sen, Amartya 519 Sequeira, C.G 479 sequential multi-country research 119 service firms, joint ventures 405 Shama, A 459 Shane, S 193, 493 Sharma, S 101–2, 104 Shaver, J.M 234 Shimp, T.A 101–2, 104 Shrikhande, M 368 Si, S.X 205 Siguaw, J.A 441 Silverlight online community 462 Sim, A.B 477 Simon, H 369, 490, 494 Simonin, B.L 204 simple random sampling 150 simultaneous multi-country research 119 Singapore 481 Singh, N 459 single-country research 119 Single European Act (SEA) 1986 42 single-item scales 141–2 Sirmon, D.G 207 Sivakumar, K 79, 407 Slangen, A 235 Smith, S 470 snowball sampling 151 social exchange theory 204 social movements 44 social networking 387, 388 5178-Kotabe-Index 11/19/08 5:43 PM Page 547 www.downloadslide.com INDEX social perceptions, nation equity 108 social purpose NGOs 44 socialization, organizational 432 societies, litigiousness 64 Solberg, C.A 366 sole venture franchising 184–5 Soman, D 365 Sony Shannon 248 sourcing strategies 290 south-south internationalization 476–7 Sovereignty at Bay: The Multinational Spread of U.S Enterprises (Vernon, 1973) 18 Spain 522 spatial processing 84 speed, Internet research 129–30 Spicer, A 470–1 spin-off strategy 247 sponsorships 381–2 sporting events 381–2 ‘springboard’ perspective 483 Srivastava, J 365 staffing policies, international salesforces 431–2 standardization 146–7, 155, 370 of brand names 379 standardization efforts Stanley Works 59–60 Stapel scales 144 Starbucks, and CARE 46 state-owned enterprises, privatization 470–2 statistics 155–6 classification of techniques 157 Stead, C 459 Stedham, Y 442 Steenkamp, J.-B E 101, 337, 348, 352, 354, 405, 420, 423–5, 426 stereotypes 95 stereotyping model 95, 109 Sternqvist, B 364 Still, R.R 430–1, 435 Stormhoek Wines 464 Stöttinger, B 363, 366, 370 strategy, defining 263 stratified random sampling 150 Stremersch, S 331, 333, 336 Structural Equation Modeling 146 Subramaniam, V 334 subsidiary autonomy, establishment mode choice 229–30 subsidiary evolution, and exit strategies 243 subsidiary performance, measuring 245 subsidiary survival 245 Sudhir, K 330–1 Suh, T 204, 403, 404, 405 Sundqvist, S 329 supply-chain alliances 292 surveys 122 cultural influences 134 data collection 130 data requirements 134 door-to-door interviews 130 executive interviews 130–1, 132 issues 133–5 language 134 mail 133 mail-intercept 132 547 surveys (Continued) omnibus 132 personal interviews 130–2 self-administered questionnaires 132 telephone interviews 132–3 usage characteristics 133–4 sustainability 482–3, 504–5 Swaminathan, V 97 Swenson, M.J 431 Swiss Institute for Business Cycle Research (KOF), globalization index 21–2, 22 Switzerland 276 systematic random sampling 150–1 systemic processing 95 tabulation 155–6 Taiwan 479, 481 Takada, H 329, 336 Talukdar, D 330–1 Tanner, J.F.Jr 363 Tavassoli, N.T 83–4 tax havens 59–60 Tax Reform Act 1976 59 tax treaties 60 Taylor, E 349 Techatassanasoontorn, A.A 331–2 technological and advertising intensity, establishment mode choice 231 technology development technology, for primary data research 123 Teegen, H 40, 44, 46, 479–80 telephone interviews 132–3 television 375–6 Tellefsen, 336 Tellis, G 331, 333, 364 Terpstra, V 98, 100, 204, 304 terrorism 49, 269–70 The Economist 515 The End of the Nation State (Kenichi) 25–6 The Protestant Ethic and the Spirit of Capitalism (Weber) 76 Theodosiou, M 308 third sector 44 third world multinational corporations 476–7 Thomas, A.R 242 Thurstone scales 144 timing, of market entry 246 Torneden, R.L 256 Toyota 282, 349 trade policy, and non-governmental organizations (NGOs) 45 Trade Related Aspects of Intellectual Property Rights (TRIPS) agreement 1994 65–6 trademarks 61, 65 trading blocs, regional 4, 7–8 traditional marketing communications 378–85 training, international salesforces 434–6, 442–3 transaction cost analysis (TCA) 399, 400–5, 410–11 transaction cost economics (TCE) 190, 201–2, 205, 219, 229 transaction-cost paradigm 167–8, 192 transaction costs, offshoring 295 transfer prices 363 translation, equivalence of 145 ‘Transnationality Index’ 22–4, 23 5178-Kotabe-Index 11/19/08 5:43 PM Page 548 www.downloadslide.com 548 Transparency International 58, 505 transportation 406 treaties 68 Trueman, M 453, 457 trust 123, 208 Tsang, E.W.K 234, 477 Tse, D.K 204, 410 Tung, R.L 483 tunneling 474 Turkey 105 Tyler, Christian 509 Ukraine 480 uncertainty environmental 402–4 internal uncertainty and measurement problem 404–5 uncertainty avoidance 380, 421 UNCTAD, ‘Transnationality Index’ 22–4, 23 unit of analysis 115 United Nations Global Compact (UNGC) 506–7 United Nations High Commissioner for Human Rights (UNHCHR) 506 United Nations (UN) 40 univariate techniques 156 upper echelon theory 193 Uppsala model 169 USA anti-boycott laws 59 anti-corruption laws 57–9 antitrust laws 56–7 competitive advantage 276 country-of-origin effects 96 ethnocentrism 104 exit strategies 251 exit strategies from 250 gray market goods 63 laws affecting foreign trade 56 laws to eliminate tax loopholes 59–60 laws to protect domestic industry 59 loss of cultural hegemony 29–30 role in globalization 26–7 tax treaties 60 Vachani, S 40, 44, 46 Valenzuela, A 421 values, and materialism 77 van den Bulte, C 336 van Everdingen, 335 van Witteloostuijn, A 233 vandalism 269–70 Varadarajan, P.R 366 Verlegh, P.W.J 101 Vermeulen, F 234, 245, 246 Vernon, R 18, 39, 244 vertical agency problems 188 Vilalong, B 470 virtual games 389–90 visual attention 82–3 volatility, environmental 403–4 INDEX voluntary divestment 239 Vyas, S.B 437, 438 Wallender III, H.W 241 Wallerstein, I.M 16 warehousing 406 Warzynski, F 471 Watanabe, Katsuaki 349 web sites 129, 458, 459 Web2.0 386–92 Weber, Max 76 weblogs 266 Wedel, M 354 Weick, 357 weighting 154–5 Weiner, R 62 Weitz, B.A 434 Werner, S 410, 480 Wertenbroch, K 365 White, S 471 Whorfian hypothesis 81 Widmier, S.M 438, 439 Wiese, C 369, 370 Wildt, A.R 296 Williams, P 78 Williamson, J 26 Williamson, O.E 294–5, 400, 401 within-culture standardization 147 within-subject standardization 146 World Bank 26, 38, 40 World Business Council on Sustainable Development (WBCSD) 505 World Commission on Environment and Development (WCED) 504–5 World Economic Forum 274–7 World Health Organization (WHO) 40 World Trade Organization (WTO) 36, 41, 43, 45, 50–1 WPP 377 Wyer, R.S Jr 94 Xu, K 480 Yamamura, J.H 442 Yang, B.R 368, 369 Yaprak, A 366 Yawson, A 250 Yeh, R.S 478 Yin, E 333 Yip, P.S 234 Yiu, D 408, 409–10, 473–4, 481 York, A 407 z scores 146 Zahra, S.A 470 Zhang, Z.J 366 Zhao, H 204, 251, 403, 404, 405 Zhao, Y 421 Zhou, D 366 Zhou, J.N 296 Zou, S 494 5178-Kotabe-Index 11/19/08 5:43 PM Page 549 www.downloadslide.com 5178-Kotabe-Index 11/19/08 5:43 PM Page 550 www.downloadslide.com ... Boards of the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of International Marketing and Journal of Business Research Robert Bird is an Assistant Professor of Legal... of the latter phenomenon is the fairly small number of publications of international marketing related research in two of marketing s most prestigious journals: the Journal of Marketing and the. .. work has been published in the Journal of Marketing Research, the Journal of Marketing, the Journal of Consumer Research, and the International Journal of Research in Marketing Her current research