Forum for Science, Industry and Business

Sponsored by:     3M 
Search our Site:

 

Award-winning study of business across borders

14.02.2008
Professor Carl Arthur Solberg from BI Norwegian School of Management has won the international research prize, IMR International Marketing Award 2007, for the best study within the subject of international marketing.

The IMR International Marketing Award is awarded to the best research paper that is presented at the annual European International Business Academy (EIBA) conference.

Carl Arthur Solberg won the prize for his study of how Nordic export businesses collaborate with their partners in foreign markets. The prize was presented at EIBA’s 33rd annual conference, which was held on the 13-15th December 2007 at the University of Catania in Italy.

“The control and follow up of international sales and marketing activities within individual markets is one of management’s most challenging tasks,” says Carl Arthur Solberg, who is an expert in international marketing and management.

“The greater the cultural distance, the more difficult communication between the exporter and the local collaborating partner becomes. The assignment is made no simpler if it relates to the sale of state of the art, highly complex products.”

“To succeed in running a business abroad, you will achieve more by developing mutual values and understanding than by control via directives and reports,” concludes Solberg on the basis of a study of 173 export businesses.

Different types of partner relations

In the study, the BI professor identified four different situations within international sales and marketing based on two factors: cultural difference and the complexity of the product.

1) Limited relations: The products are not particularly complicated. Neither does the cultural distance present any special problems.

2) Functional relations: The products are highly complex, which requires greater attention from both exporters and the local collaborating partner. However, the cultural distance is small.

3) Cultural relations: Here the products are reasonably simple. However, a great cultural distance presents special challenges.

4) Complex relations: Here both a great cultural distance and state of the art products are involved.

Social relations are decisive

One of the most important success factors for export businesses is the flexibility to be able to tackle unforeseen situations.

Social relations are important in all export situations, but particularly so in the situations which in principle are the simplest (limited relations).

In limited relations, the export business must still be careful of becoming too involved in local market activities. This can have an effect on their intentions.

“It’s better to motivate the local representative with activities to create a feeling of affiliation, rather than to actually participate in local marketing,” says Solberg.

Reference:

Carl Arthur Solberg (2007): "Exploring product and cultural contingencies in export-intermediary relationships". The article was presented during the European International Business Academy’s (EIBA) annual conference, which was held on the 13-15th December 2007 at the University of Catania in Italy.

Audun Farbrot | alfa
Further information:
http://www.bi.no

More articles from Studies and Analyses:

nachricht Amputees can learn to control a robotic arm with their minds
28.11.2017 | University of Chicago Medical Center

nachricht The importance of biodiversity in forests could increase due to climate change
17.11.2017 | Deutsches Zentrum für integrative Biodiversitätsforschung (iDiv) Halle-Jena-Leipzig

All articles from Studies and Analyses >>>

The most recent press releases about innovation >>>

Die letzten 5 Focus-News des innovations-reports im Überblick:

Im Focus: First-of-its-kind chemical oscillator offers new level of molecular control

DNA molecules that follow specific instructions could offer more precise molecular control of synthetic chemical systems, a discovery that opens the door for engineers to create molecular machines with new and complex behaviors.

Researchers have created chemical amplifiers and a chemical oscillator using a systematic method that has the potential to embed sophisticated circuit...

Im Focus: Long-lived storage of a photonic qubit for worldwide teleportation

MPQ scientists achieve long storage times for photonic quantum bits which break the lower bound for direct teleportation in a global quantum network.

Concerning the development of quantum memories for the realization of global quantum networks, scientists of the Quantum Dynamics Division led by Professor...

Im Focus: Electromagnetic water cloak eliminates drag and wake

Detailed calculations show water cloaks are feasible with today's technology

Researchers have developed a water cloaking concept based on electromagnetic forces that could eliminate an object's wake, greatly reducing its drag while...

Im Focus: Scientists channel graphene to understand filtration and ion transport into cells

Tiny pores at a cell's entryway act as miniature bouncers, letting in some electrically charged atoms--ions--but blocking others. Operating as exquisitely sensitive filters, these "ion channels" play a critical role in biological functions such as muscle contraction and the firing of brain cells.

To rapidly transport the right ions through the cell membrane, the tiny channels rely on a complex interplay between the ions and surrounding molecules,...

Im Focus: Towards data storage at the single molecule level

The miniaturization of the current technology of storage media is hindered by fundamental limits of quantum mechanics. A new approach consists in using so-called spin-crossover molecules as the smallest possible storage unit. Similar to normal hard drives, these special molecules can save information via their magnetic state. A research team from Kiel University has now managed to successfully place a new class of spin-crossover molecules onto a surface and to improve the molecule’s storage capacity. The storage density of conventional hard drives could therefore theoretically be increased by more than one hundred fold. The study has been published in the scientific journal Nano Letters.

Over the past few years, the building blocks of storage media have gotten ever smaller. But further miniaturization of the current technology is hindered by...

All Focus news of the innovation-report >>>

Anzeige

Anzeige

Event News

See, understand and experience the work of the future

11.12.2017 | Event News

Innovative strategies to tackle parasitic worms

08.12.2017 | Event News

AKL’18: The opportunities and challenges of digitalization in the laser industry

07.12.2017 | Event News

 
Latest News

Engineers program tiny robots to move, think like insects

15.12.2017 | Power and Electrical Engineering

One in 5 materials chemistry papers may be wrong, study suggests

15.12.2017 | Materials Sciences

New antbird species discovered in Peru by LSU ornithologists

15.12.2017 | Life Sciences

VideoLinks
B2B-VideoLinks
More VideoLinks >>>