A case study of equipment purchasing in Czechoslovakia
Article Abstract:
On the basis of interviews in Norway and Czechoslovakia, this article examines the changes in procurement decision making processes by organizations in Czechoslovakia as a result of the dramatic political and economic restructuring since 1989. The focus is on the area of environmental protection equipment where, in spite of the economic constraints, the strongly recognized need for action in Czechoslovakia to control pollution will result in many new market openings for Western companies. It was found that there has been a significant shift from the past pattern of a multistage, time-consuming, highly bureaucratized procurement process, over which the user organization had very little control. In the new model, the user has control over the purchasing process, thus cutting the time involved and leaving a number of past key actors in an advisory role. Past formal networks are being disrupted or broken and there are now opportunities for Western firms to form more direct relationships with user firms. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1992
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Analyzing business relationships and distinguishing different interaction levels
Article Abstract:
A refined conceptualization for identifying different types of relationship interaction units, labeled interaction levels, ranging from a single exchange to a relationship portfolio is proposed. The proposed conceptualization allows a more elaborate analysis of single relationships and better comparisons of different relationships.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
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Knowledge, internationalization of the firm, and inward-outward connections
Article Abstract:
Globalization of business includes various outward and inward activities that establish relations with foreign individuals. Substantial knowledge related to trade and operation techniques can be obtained and utilized for international expansion of business.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2003
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